Every sales team has them: sales reps who consistently miss their quota, don't appear motivated, or, when you try to help them, do better for a while and then drop back down into underperformance. As a manager or business owner, it's frustrating trying to get these underperforming reps to do better. And as a sales rep, it's also frustrating not making quota and being under the gun all the time. What can you do about it? Read on, I've got some...more
The client is a leading insurer selling auto and home insurance products through a network of independent agents and brokers.According to the comScore 2011 online automobile insurance report, while the most frequently used method of initial auto insurance policy purchases continues to be going through a local insurance agent in person (43 percent), the Internet is gaining popularity and bagging a larger share of the initial intake market....more
There are a few variables that mostly determine how much money a sales professional can realistically make at a particular job.Though, these factors do not live in a vacuum and, most if not all must be present to truly monetize a business development job to its fullest extent:Base Salary: every sales job comes with what is called a ramp-up period where the sales employee is busy prospecting for new business, but is starting from "0", thus having no commission from sales coming in. For this, and a few other reasons, when factoring in how much a sales job can be worth to the employee, base salary is always critical.Product or Service: without a viable product or service, the sales professional is not only bound to not make money, but they are likely to go into an insanity that many sales employees have experienced upon selling a product or service that is not industry competitive.I will never forget when I was still in college selling SEC / NASD financial compliance solutions that would capture email correspondence of brokerage firms and, right before making my first big sale, the system froze during the client's demonstration, thus solidifying us as a "B" player and solidifying me...more
What do I perceive to be some of the more lucrative jobs? Here are two:Selling Into the Government - selling into the government is an entirely different beast and not many sales representatives can do so. Government sales representatives, regardless of what they are selling are put through very heavy scrutiny from their potential buyers.This type...more
Many business development professionals have a difficult time transitioning to a sales management role for an abundance of reasons ranging from waiting for too long for a promotion at their current position to not growing themselves enough for a company to give them a shot at running a sales team.However, if you do aspire to transition into sales...more
I work in the educational industry, and my current title is Lead Sales for Educational Products. I have held this position for a year and a half. I searched for a little over a year before I heard about this position from a friend who also works at the company.I relied on technology extensively for my job search. Every day I searched job boards and websites such as Monster.com. The local newspapers in my area also post classified ads on their websites, and I searched these too. I liked completing my job research online because most sites tell you how long the job has been posted. You can tell when the job has been filled because the ad or job posting is removed. I found this to be helpful, so I wasn't waiting on a call for a job that had already gone to someone else.If I was applying for the exact same job tomorrow, but with a different company, I would try to make myself stand out more by changing one thing I did. In the interview, I was too focused on selling my educational experience, and I should have been more focused on selling both my educational experience and my sales experience to match my experiences with the job description a bit better. Even though I had experience in...more
According to our new research report titled Generic Drug Market in Canada, Canada has witnessed rapidly increasing need and demand for generic drug sales through hospital pharmacies, owing to government support through cost reduction measures. The...more
- Proper Delegation, Remember That Sales Teams Will Fight InternallyDue to inept management, many sales employees (along with the company's bottom line) suffer from inappropriate delegation of accounts and / or territories.This failure to designate...more
When working on qualifying sales while cold calling, we may want to lightly qualify first as we are just initially trying to determine if it makes sense for everybody to keep investing time talking. Examples of the types of things to look at when...more
There are a lot of young entrepreneurs that open cellular phone accessories retail stores on the internet. This is a smart way to get some good money and to develop knowledge in the business field. Right now, numerous suppliers are unreliable and you...more
Thanksgiving Day only comes along once a year and each season offers the promise of finding new and better deals online. For the best deals, coupon codes, and discounts this Thanksgiving season, please visit http://www.chinaewindow.net, the best cash...more
Stress, worry and advancing age are key factors that lead to unwelcome dark circles under the eyes. The Hydrolyze Advanced Under-Eye Formula from the makers of Hydroxatone, offers an effective and easy way to obtain a silky, smooth, skin devoid of...more