Sales Management
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Are your sales calls disorganized? Is it hard to track market information? Many of those who have answered yes to one or both of these questions are turning to sales-force automation (SFA). If you are considering SFA or don't like your current SFA, this article may provide some assistance. |
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Many highly successful people in the staffing industry have chosen to adopt a positive outlook and use it to achieve lofty goals. Here are five of their ideas to help you develop a winning point of view... |
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In a difficult marketplace—one that frustrates sales and service people—what kinds of things do you do to prevent burnout and keep your staff motivated? Here are the responses from more than 220 owners, managers, and sales professionals. |
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You want high performance from your staff. You push them to give you exceptional results. In doing so you often raise stress levels—theirs and yours! This can create a potentially explosive situation. If you want to diffuse that possibility and keep your staffing personnel smiling, try introducing Planned Spontaneous Recognition. |
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Familiarity breeds stagnation. Often the more we know about a subject, the less we are open to new ideas or innovative concepts. When you hire a new employee, that person generally starts with unique, creative ideas but after a few months their innovation gets lost within the culture of the organization. Their naivete disappears. How do you get your employees back to that naïve point of view and why should you care about encouraging this kind of thinking? The answer is simple. Creativity and innovation help you achieve business growth through the development of new ideas, new services and the processes to successfully deliver whatever you develop. Creativity will help direct you to new markets. It will give you the vision to recognize opportunity and to adapt to change. And last but not least, creativity can provide cultural change within your company to stem the negative effects of narrow-minded stagnation. Right now, how much time do you spend being creative? |
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This article explores the kinds of paradigm shifts that you can initiate to build and manage a process of quality. It is a process that once instituted can insure your staffing service a leadership role in your market. |
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During the "fat and happy" 90s, the staffing industry developed some very bad habits that have become difficult to break. Business was relatively easy to get, and reaching solely for the low hanging fruit made a lot of outside sales people quite successful. That "low hanging fruit" is gone. Yet a lot of staffing professionals don't want to recognize that fact. They keep doing—or not doing—the same things they did during the late 90s. Their results, as you might anticipate, have been less than acceptable. It's time to turn your poor performing outside sales people into a team of lean, mean business-generating machines. We'll supply the action plan and a way to get it implemented. You need only supply the discipline to insure its success. |
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Sales force automation, marketing automation, the Internet. All are evolving areas of technology—and all offer tremendous potential to staffing firms. This article offers several ideas on incorporating technology in a way that can give your firm a competitive edge—without overwhelming your sales reps--or your budget! |
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Sales Tactics
How do you get to real decision-makers? How do you get past national contracts? Discover practical solutions to these and many other sales challenges.
Sales Management
Practical tips and ideas to inspire your sales team and drive exceptional levels of performance.
Positioning for Growth
Creative ideas to get out of the commodity game and beating the competition.
Strategic Selling
Advanced techniques for growing your business by taking a more strategic approach to the sales process.