Best Practices

Don't make assumptions about customers' needs
When confronted with a prospective customer who you don't believe would be well served by the good or service you are selling, consider that you probably don't understand the prospect's needs nearly as well as he or she does. DaveKahle.com (10/22)

A simple prescription for sales success
There is no magical "purple pill" to guarantee sales success. A sales effectiveness process is the next best thing, however, writes sales strategist Rick Johnson. The structure involves focus, discipline and accountability. CEO Strategist (10/10)

Management

Supervisors may be poorly trained to handle absenteeism
Rates of workplace absenteeism are at their highest level since 1999, according to a recent survey, and most supervisors are ill-equipped to manage the situation. One area of training should be to take the subjectivity out of absence management and ensure that all employees are treated the same. Manage Smarter (10/23)

Customer Relations

Use Web images to build customer rapport
Strategic images on Web sites are important for communicating and building rapport with visitors. Few companies realize the importance of building those relationships, but images not only show visitors who should be on your site, but your value proposition. AllBusiness.com (10/26)

Training and Presentation

Strategies for profound presentations
Presentations can either light a spark or put people to sleep, depending on how they are executed. Tips for delivering great performances include focusing on one idea; giving the presentation structure; being flexible about time; and not repeating yourself. Manage Smarter (10/26)

Closing the Deal

Tips for aligning company strategy, incentives
"One key indicator that incentives and strategy may be out of alignment is if the company is paying out rewards and bonuses without seeing the results in bottom-line profitability," says an article in this Selling Power Incentives Newsletter. "Other red flags [Bruce] Merrifield [of Merrifield Consulting Group] mentions include employees who see no connection between their pay and performance and managers who feel the company plan fails to motivate salespeople."

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Transform your sales force for the 21st century

Distribution companies, by their nature, should be sales-oriented companies. However, many distributors don't do sales very well. That's the premise behind Transforming Your Sales Force for the 21st Century, Second Edition. Written by Dave Kahle for distribution sales managers and executives, this new second edition provides a blueprint to transform sales forces into highly directable, effective and focused performers.

Weekly Poll

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