Sales Training Articles

Those who know me know that I don’t play very well with politics.

Not because of party issues but because I consider that in most cases, it is not in the hands of the ordinary citizen to do something for things to improve on a national level.

Unless we are in election season, when in fact, there is a potential to contribute to one or another alternative that seems more acceptable or more credible.

I do know, to borrow Kennedy’s now famous words, that what we can do is in our own hands, and we often ignore it or pass it by without intervening.

The question, “Do your sales have a budget?” has a robust rationale.

Many of the companies with which we have been in contact recently, and there … [ Read the rest » ] “Do your sales have a budget?”

Do you remember back to school?

Those days, we were recovering from the hustle and bustle of the vacations and trying to get back into step for the busy days ahead.

That’s right; the same happens in sales; those first two weeks are tough.

Trying to recover from everything we did on vacation and “dragging” ourselves to the tasks that require our attention is indeed complicated.

The beginning of the post-holiday period is a critical time in the field of sales activity.

Otherwise, let’s look at what is at stake at this time:

• Getting the year off to the right start in terms of sales;
• Clients starting to prepare the year’s budget;
• Renegotiation of contractual conditions with current suppliers;
• Negotiating price increases that we sometimes have to make
• Analysis of

… [ Read the rest » ] “What to do when returning to “Sales”?”

Let’s talk today about how to reach customers!

One thing that happens when we suffer from myopia is that we see well up close but not far away.

Often in sales, the same thing happens.

We are so focused on the day-to-day that we don’t think in the medium and long term.

Now, what is the main problem with this situation?

One of the situations we find daily with the companies we work with is that they drift a little bit according to the current flow that takes them.

Rather than control the situation, companies drift according to the business or, let’s say, the fish their vendors catch.

The problem with this approach is that in terms of commercial management, we can rarely have control over the forecasts we have … [ Read the rest » ] “Are your sales suffering from myopia?”