Advanced Sales Management

Advanced Sales Management
Sep 9 2009 10:34AM by Mark Ryan

What makes the Sales Kinetics system different is that our approach breaks a sales force down into different systems. Once a person understand the why behind how a piece of the system effects the performance of the sales force the sales manager then has a framework in which to make decisions from. This investment in education the source of control of the sales force creates value over time for the firm.

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Negotiation ( Sep 23 2009 3:13PM )

It is very critical in training sales people to negotiate that the sales person learn that it is ok to walk away from a low margin yet profitable deal. Many sales managers, they themselves will be reluctant to turn away any business even in a good economy. This practice keeps your business from growing at the optimal pace. The sales person always looks at their alternative to selling the deal and making a small commission vs no commission at all. The sales person must remember their is a future opportunity cost in their time in dealing with this account. Most veteran sales people do not have a problem with this because the phrase "I won't do this for nothing" is constantly heard.

Reading Body Language ( Sep 21 2009 10:40AM )

One of the key elements to reading body language is that the person attempting to read the body language is actually able to take the information they are seeing and use it for something. In the sales environment the critical elements of body language are used to gauge interest in a particular proposal that we are presenting. If someone is leaning back or has their legs or arms crossed more than likely they are not interested in your current offerings and you should ask more questions to make a determination if they can use your product. In a team approach one person should be focused on reading body language and not the reaction to various parts of the presentation. Then after the presentation address the issues and strengths in that order to increase the likelihood of making the sale. These approaches are critical for proper sales management.