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The SalesRoundup Podcast
Forming A Sales Action Plan for Your New Sales Territory PDF Print E-mail
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Sales Planning - Territory Plan
Written by Joe   

 

Don’t Repeat Someone Else’s Mistakes from 2008 in 2009

2008 is over, and 2009 is just beginning; and if you’re a sales professional, this could mean more than just a new set of resolutions and a new tacky calendar to hang from your office wall. Many companies choose this time of the year as their moment to reassign salespeople to new sales territories. You might soon face, or already are facing, the prospect of creating a totally new sales plan to manage an unknown sales territory. For some sales professionals this can be overwhelming, especially since reassignments are usually targeted at already under-performing territories.

How can you, as a salesperson or sales manager, take action to turn around a formerly stagnant sales territory and turn it into a profit generating powerhouse?

First of all, you can follow the two basic tips listed below. But don’t stop there. If you want to keep learning how to make effective sales, talk to and mimic sellers in your company who perform consistently in the top 20% and plug yourself into online sales educational resources like SalesRoundup.com.

And now the tips:>>>>>

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Turn Off the TV Get Out and Sell! A Sales Plan for a Down Economy PDF Print E-mail
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Sales Skills & Training - Sales Methodologies
Written by Joe   

Selling in a Down Economy logo

During tough economic times like these, salespeople tend to let the following three thoughts dominate their minds:

1. All of my associates or employees are plagued by recession blues.

2. The news media is constantly moaning and groaning about the doom and gloom status of the economy.

3. To top it off, my customers are getting sucked into this negative attitude as well, making it harder than ever to prop up sales and keep my business running smoothly.

All of these things may be true, but you need to remember that this is not the whole story. These three facts are things that you have no control over. No matter how much time you spend worrying about them, you won’t be able to solve the problem. Instead, concentrate on things that you do have control over.

Turning Off the TV.

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How a Down Economy Alters Customer buying Philosophy PDF Print E-mail
Sales Skills & Training - Sales Methodologies
Written by Joe   

Get Inside Your Customers’ Heads

Understanding your customer is always key, but it is never more important than when you are selling in a down economy. Improve your sales territory planning by getting hip to changes in customer philosophy that accompany recession-time business.

During a recession, salespeople need to recognize the changes that occur in customer philosophy. When the economy gets tough, customers need different kinds of products than they do during a booming economy. They start to look more critically at products that they intend to buy and they will no longer do business without knowing how the product will either cut their costs or increase their revenue in the short term. While this can become a difficult situation for sellers who intend to continue making zero-effort sales, for sellers who are willing to get inside of their customer’s heads this can be a great opportunity to increase sales on products which directly target their customers’ concerns. Here’s how to get inside your customers’ heads:

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Six Steps for Planning a Sales Performance Turnaround PDF Print E-mail
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Sales Planning - Sales Strategy
Written by Joe   

The Manager’s Guide to a New Sales Territory Plan

Planning

If you are a sales manager who has just been assigned to a new sales territory, it is crucial that you act quickly to turn performance around. When a sales territory is assigned a new manager, it is almost always because the old manager had been following a set of tracks heading straight towards inefficiency and sales disaster. This means that the status quo has not been working, and it is going to be up to you to turn the train around, establish a working sales methodology, and start your territory onto the road to success.

In order to make this happen, you need to act quickly and correctly during your first 90 days as manager. The six steps listed below are the first things you should do. 1. Don’t listen to anyone!
This is only a slight exaggeration. Of course you want to listen to your sales reps, but you need to take everything that they say with a grain of salt. You need to form your own opinions and estimations about where your sales territory stands, and where it needs to go. Since each of your sales reps are going to have an ax to grind, it’s best to form your own analysis rather than depending on hearsay.

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