Sales Management Articles

Sales management is attainment of an organization's sales goals in an effective & efficient manner through planning, staffing, training, leading & controlling organizational resources.

10 Greatest Pharmaceutical Sales Myths: Exposed

For most pharmaceutical companies the sales force is still their most expensive promotional resource. I have to agree with IMS when they stated that “Although the majority of senior executives recognize the need to change their commercial models, many are struggling with how to do so”....

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11 Sales Lessons for Life

The business of sales and those who find their careers in selling, are unique. Selling involves full engagement and the most successful salespeople agree that they never really leave it; that selling is in fact, a way of life....

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Sales Management Case Studies Inspired Five Ways for Sales Leaders to Stay

Paul Smith is the Sales Director of a leading pharmaceutical company. He has been in the industry for the last 10 years and has been a star in his various sales and marketing roles. His recent promotion, finds him managing managers....

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Why Buyers Don't Like Salespeople

Most salespeople bring to their buyers only information. At the end of the day, you as a salesperson must ask yourself, "Am I merely a conduit of information?" If you are, then you're wasting your time, your company's time, and your customer's time....

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Unselling What You Just Sold

When the buyer gives a buying signal, close the sale and leave. As a sales person don't allow your egos and pride to get in the way......

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Break the Email Delete Barrier

In three seconds your prospects make a choice between reading and trashing your email. Clearly your objective is to get them not only to read it, but to respond so you can set an appointment and begin the sales process. That means you need to find a way to get past their delete barrier....

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Will this Sales Dog Hunt?

Have you ever been stumped by a bad hire? Why doesn't a new hire's true success in the past transition to success in a new position? Below are six areas to examine when determining whether past success can transition into a new sales position....

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Attract More Clients By Dumping the Junk - Your PITA Clients

By focusing on bad customers, business owners lose the opportunity to use those resources going after and servicing the phenomenal clients they want and need to make money......

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Help me support the 17 children at Happichild Children's Home in Narok Kenya. I currently fund their food and education.  By next year I hope to raise enough money to purchase land and a bigger home to adequately shelter them.  You can help me here.  100% of the donations are sent to these amazing, resilient children.