http://www.salesproductivitysecrets.com/Martice E Nicks shares thoughts on improving sales productivity and effectiveness by focusing attention on developing the Sales Manager's capabilities. Explore effective sales management philosophies, strategies, processes, tools and skills needed to attract, develop and retain individuals that can become part of an elite high performance sales team.ennoreply@blogger.com (Martice E. Nicks Jr)Wed, 10 Sep 2008 05:59:58 -0500Bloggertag:blogger.com,1999:blog-191853159718330707912125http://creativecommons.org/licenses/by-nd/2.0/http://creativecommons.org/licenses/by-nd/2.0/http://creativecommons.org/images/public/somerights20.gif1618389http://www.feedburner.comSubscribe with My Yahoo!Subscribe with NewsGatorSubscribe with My AOLSubscribe with RojoSubscribe with BloglinesSubscribe with NetvibesSubscribe with GoogleSubscribe with PageflakesSubscribe with PlusmoSubscribe with Live.comSubscribe with Excite MIXSubscribe with FlurrySubscribe with Zune Marketplacehttp://feeds.feedburner.com/~r/SalesProductivitySecrets/~3/298222231/sales-productivity-and-hiring.htmlsales productivitysales managementhiring sales peoplesales effectivenessnoreply@blogger.com (Martice E. Nicks Jr)Sun, 25 May 2008 02:44:00 -0500tag:blogger.com,1999:blog-1918531597183307079.post-77872744813670127582008-05-26T03:48:35.773-04:00In my last post, Sales Productivity And The Tower of Babel, I discussed Sales Managers that believe they should only hire candidates with experience because it relieves them of the need to train. In this post I'd like to visit the Sales Managers at the other end of the spectrum that are so frustrated with training seasoned professionals that they will only hire inexperienced sales candidates. <p><a href="http://feeds.feedburner.com/~a/SalesProductivitySecrets?a=SeXVCC"><img src="http://feeds.feedburner.com/~a/SalesProductivitySecrets?i=SeXVCC" border="0"></img></a></p><div class="feedflare"> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=ypvo2H"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=ypvo2H" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=FHgdgH"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=FHgdgH" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=lBGqmh"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=lBGqmh" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=CEdNxh"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=CEdNxh" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=4sLh5H"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=4sLh5H" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=vjjpBH"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=vjjpBH" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=MALBTh"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=MALBTh" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=4VunjH"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=4VunjH" border="0"></img></a> </div><img src="http://feeds.feedburner.com/~r/SalesProductivitySecrets/~4/298222231" height="1" width="1"/>http://www.salesproductivitysecrets.com/2008/05/sales-productivity-and-hiring.htmlhttp://feeds.feedburner.com/~r/SalesProductivitySecrets/~3/273892752/sales-productivity-and-tower-of-babel.htmlsales productivitysales managersales managementsales effectivenesssales management developmentnoreply@blogger.com (Martice E. Nicks Jr)Sun, 06 Apr 2008 22:03:00 -0500tag:blogger.com,1999:blog-1918531597183307079.post-35656407857221436912008-04-06T23:05:01.143-04:00Do you know what I find baffling? The number of Sales Managers that believe the short cut to improved sales productivity and effectiveness is to only hire candidates with a lot of industry experience and a great track record. I know your staring at your computer screen with that RCA dog look thinking. Ok, Martice finally snapped, he's lost it. Stay with me and hear me out. Why on earth would<p><a href="http://feeds.feedburner.com/~a/SalesProductivitySecrets?a=FaDROZ"><img src="http://feeds.feedburner.com/~a/SalesProductivitySecrets?i=FaDROZ" border="0"></img></a></p><div class="feedflare"> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=YgqpfI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=YgqpfI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=WgJXAI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=WgJXAI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=MKorxi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=MKorxi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=bmiWBi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=bmiWBi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=Rjz4xI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=Rjz4xI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=vfXORI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=vfXORI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=3Q1KJi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=3Q1KJi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=24SMMI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=24SMMI" border="0"></img></a> </div><img src="http://feeds.feedburner.com/~r/SalesProductivitySecrets/~4/273892752" height="1" width="1"/>http://www.salesproductivitysecrets.com/2008/04/sales-productivity-and-tower-of-babel.htmlhttp://feeds.feedburner.com/~r/SalesProductivitySecrets/~3/273892753/what-are-top-traits-or-skills-sales.htmlsales managerstrategic choicessales management skillsnoreply@blogger.com (Martice E. Nicks Jr)Thu, 27 Mar 2008 12:09:00 -0500tag:blogger.com,1999:blog-1918531597183307079.post-81168058668699415482008-03-27T20:05:55.077-04:00Let me preface the conversation by saying the job of a Sales Manager is very complex and difficult and there's no sign of relief due to:increased global competitive pressuresincreased competitive pressures due to conflicts with channel partners and distributors perceived and actual commoditization of products and service due to more choice and less differentiation constant innovation - the next <p><a href="http://feeds.feedburner.com/~a/SalesProductivitySecrets?a=ad5piz"><img src="http://feeds.feedburner.com/~a/SalesProductivitySecrets?i=ad5piz" border="0"></img></a></p><div class="feedflare"> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=yB6qWI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=yB6qWI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=A7QkyI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=A7QkyI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=udOZgi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=udOZgi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=Hsl9mi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=Hsl9mi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=6PpPWI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=6PpPWI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=Oab0sI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=Oab0sI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=V6V07i"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=V6V07i" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=MyW2VI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=MyW2VI" border="0"></img></a> </div><img src="http://feeds.feedburner.com/~r/SalesProductivitySecrets/~4/273892753" height="1" width="1"/>http://www.salesproductivitysecrets.com/2008/03/what-are-top-traits-or-skills-sales.htmlhttp://feeds.feedburner.com/~r/SalesProductivitySecrets/~3/288995377/your-sales-productivity-depends-on.htmlsales productivitysales improvementsales effectivenessperformance improvementnoreply@blogger.com (Martice E. Nicks Jr)Tue, 18 Mar 2008 16:27:00 -0500tag:blogger.com,1999:blog-1918531597183307079.post-69186919806382824242008-05-12T18:22:40.880-04:00Someone posed the question: Based on your years of experience, if I could only give one piece of advice what would it be? Decide early on whether sales is a job or career. If it is a career don't let anyone control the rate at which you learn. Focus on improving your sales productivity, sales effectiveness and efficiency. Buy books and training programs, go to seminars, read blogs, white papers,<p><a href="http://feeds.feedburner.com/~a/SalesProductivitySecrets?a=2WsD7r"><img src="http://feeds.feedburner.com/~a/SalesProductivitySecrets?i=2WsD7r" border="0"></img></a></p><div class="feedflare"> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=HMHpaH"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=HMHpaH" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=mX4lNH"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=mX4lNH" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=YkC6mh"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=YkC6mh" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=3QJNHh"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=3QJNHh" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=rRi8qH"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=rRi8qH" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=x8PvwH"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=x8PvwH" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=IVhLSh"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=IVhLSh" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=0rDSxH"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=0rDSxH" border="0"></img></a> </div><img src="http://feeds.feedburner.com/~r/SalesProductivitySecrets/~4/288995377" height="1" width="1"/>http://www.salesproductivitysecrets.com/2008/03/your-sales-productivity-depends-on.htmlhttp://feeds.feedburner.com/~r/SalesProductivitySecrets/~3/288995379/breaking-through-sales-force-field.htmlsales productivitysales trainingincrease salessales effectivenessperformance improvementnoreply@blogger.com (Martice E. Nicks Jr)Mon, 10 Mar 2008 23:40:00 -0500tag:blogger.com,1999:blog-1918531597183307079.post-66346212399500206392008-05-12T18:23:22.785-04:00<!-- / icon and title --><!-- google_ad_section_end --><!-- message --><!-- google_ad_section_start --> <!-- message --> I was browsing through a sales forum the other day and ran across the lament of a person new to complex selling that felt he was left dangling when his manager and mentor left the company. Currently, he's under quota and his new Sales Manager apparently<p><a href="http://feeds.feedburner.com/~a/SalesProductivitySecrets?a=Yo0WJH"><img src="http://feeds.feedburner.com/~a/SalesProductivitySecrets?i=Yo0WJH" border="0"></img></a></p><div class="feedflare"> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=VJkAOH"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=VJkAOH" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=NVChRH"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=NVChRH" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=3ADsAh"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=3ADsAh" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=25ALzh"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=25ALzh" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=bLkxDH"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=bLkxDH" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=IF8R8H"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=IF8R8H" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=8DM1lh"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=8DM1lh" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=FUEePH"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=FUEePH" border="0"></img></a> </div><img src="http://feeds.feedburner.com/~r/SalesProductivitySecrets/~4/288995379" height="1" width="1"/>http://www.salesproductivitysecrets.com/2008/03/breaking-through-sales-force-field.htmlhttp://feeds.feedburner.com/~r/SalesProductivitySecrets/~3/273892754/time-management-sales-productivitys.htmlsales productivitysales managementsales improvementincrease salesmanagement principlestime managementhigh performance sales teamssales effectivenessmanagement practicenoreply@blogger.com (Martice E. Nicks Jr)Thu, 21 Feb 2008 23:53:00 -0600tag:blogger.com,1999:blog-1918531597183307079.post-74578317572699586372008-02-22T00:57:20.220-05:00 <!--End--> <!-- icon and title --><!-- / icon and title --><!-- google_ad_section_end --><!-- message --><!-- google_ad_section_start --> <!-- message --> I spent a number of years as a consulting nuclear chemist and radiation protection specialist at commercial nuclear power plants. Which means I love physics! I've always been baffled by <p><a href="http://feeds.feedburner.com/~a/SalesProductivitySecrets?a=w9OFiw"><img src="http://feeds.feedburner.com/~a/SalesProductivitySecrets?i=w9OFiw" border="0"></img></a></p><div class="feedflare"> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=oLoYgI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=oLoYgI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=X99NPI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=X99NPI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=YDndLi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=YDndLi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=wnDMdi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=wnDMdi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=TqpjlI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=TqpjlI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=F4yS6I"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=F4yS6I" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=KoZRdi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=KoZRdi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=PaRH6I"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=PaRH6I" border="0"></img></a> </div><img src="http://feeds.feedburner.com/~r/SalesProductivitySecrets/~4/273892754" height="1" width="1"/>http://www.salesproductivitysecrets.com/2008/02/time-management-sales-productivitys.htmlhttp://feeds.feedburner.com/~r/SalesProductivitySecrets/~3/273892755/9-management-philosophies-to-develop.htmlsales management philosophiessales managementincrease salesmanagement philosophiesmanagement principlessales effectivenessmanagement practicesales management developmentnoreply@blogger.com (Martice E. Nicks Jr)Sat, 16 Feb 2008 23:30:00 -0600tag:blogger.com,1999:blog-1918531597183307079.post-58809199645533256872008-05-11T01:40:45.426-04:00I met with a prospect the other day and he asked me "What do high performance managers do differently than average managers?" I paused for a moment, scanned the long list of behaviors in my mind; distilled my answer down to the critical few things and told my prospect... High performance managers: clarify their understanding of their roles and responsibilities set non-conflicting short and <p><a href="http://feeds.feedburner.com/~a/SalesProductivitySecrets?a=lSjPwr"><img src="http://feeds.feedburner.com/~a/SalesProductivitySecrets?i=lSjPwr" border="0"></img></a></p><div class="feedflare"> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=94MXvI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=94MXvI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=t5hHKI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=t5hHKI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=yJrDNi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=yJrDNi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=Cnp8ui"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=Cnp8ui" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=2b5YbI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=2b5YbI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=TvnDBI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=TvnDBI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=SWPiyi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=SWPiyi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=p5UVwI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=p5UVwI" border="0"></img></a> </div><img src="http://feeds.feedburner.com/~r/SalesProductivitySecrets/~4/273892755" height="1" width="1"/>http://www.salesproductivitysecrets.com/2008/02/9-management-philosophies-to-develop.htmlhttp://feeds.feedburner.com/~r/SalesProductivitySecrets/~3/273892756/does-you-team-sell-transactionally-or.htmlsales productivitycompetitave sellingsales improvementsales trainingincrease salesvalue sellingclosing saleshigh performance sales teamssalessolution sellingperformance improvementnoreply@blogger.com (Martice E. Nicks Jr)Sat, 09 Feb 2008 17:08:00 -0600tag:blogger.com,1999:blog-1918531597183307079.post-66434424107617388072008-02-09T19:30:43.849-05:00What I find very interesting is that both selling tactics exist in the market and are successful...to a certain extent. From the perspective of the buyer, competitive pressures among vendors and the rise of the internet positions many products and services as commodities. What does this mean and why is it important to sellers?The amount of vendor and product information on the internet allows <p><a href="http://feeds.feedburner.com/~a/SalesProductivitySecrets?a=MfF4k9"><img src="http://feeds.feedburner.com/~a/SalesProductivitySecrets?i=MfF4k9" border="0"></img></a></p><div class="feedflare"> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=3U8N0I"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=3U8N0I" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=RbITUI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=RbITUI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=2Cpdci"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=2Cpdci" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=kXFrXi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=kXFrXi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=cFRIUI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=cFRIUI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=QILQtI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=QILQtI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=35kxYi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=35kxYi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=cqai4I"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=cqai4I" border="0"></img></a> </div><img src="http://feeds.feedburner.com/~r/SalesProductivitySecrets/~4/273892756" height="1" width="1"/>http://www.salesproductivitysecrets.com/2008/02/does-you-team-sell-transactionally-or.htmlhttp://feeds.feedburner.com/~r/SalesProductivitySecrets/~3/273892757/whats-difference-between-training-and.htmlChange managementdevelopment processsales managementsales improvementcoachingTrainingbehavior changesales management trainingsecretleadershipsalesperformance improvementnoreply@blogger.com (Martice E. Nicks Jr)Thu, 07 Feb 2008 23:30:00 -0600tag:blogger.com,1999:blog-1918531597183307079.post-79070830774055448112008-02-08T12:23:39.662-05:00Yesterday, I completed another Sales Management Leadership Program workshop. As a facilitator and coach it's gratifying to see the lights go on when Managers realize the difference between training and development. So I thought I'd take a moment to discuss it. Training is an event. Development is a process. Training has a beginning and end. Participants are exposed to knowledge and skills <p><a href="http://feeds.feedburner.com/~a/SalesProductivitySecrets?a=6VS9Q9"><img src="http://feeds.feedburner.com/~a/SalesProductivitySecrets?i=6VS9Q9" border="0"></img></a></p><div class="feedflare"> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=pdyJtI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=pdyJtI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=q017WI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=q017WI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=OKKYQi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=OKKYQi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=9AMHSi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=9AMHSi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=XRfiCI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=XRfiCI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=KHmALI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=KHmALI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=4Rd9ii"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=4Rd9ii" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=z9ZKvI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=z9ZKvI" border="0"></img></a> </div><img src="http://feeds.feedburner.com/~r/SalesProductivitySecrets/~4/273892757" height="1" width="1"/>http://www.salesproductivitysecrets.com/2008/02/whats-difference-between-training-and.htmlhttp://feeds.feedburner.com/~r/SalesProductivitySecrets/~3/273892758/marriage-of-talent-and-passion-leads-to.htmlsales productivityChange managementsales managementtransition managementsecretnoreply@blogger.com (Martice E. Nicks Jr)Sun, 03 Feb 2008 02:18:00 -0600tag:blogger.com,1999:blog-1918531597183307079.post-84657208867746279652008-02-03T16:36:26.736-05:00Research on what makes a satisfying work life indicates that the most personally satisfying times in a person’s career are usually also highly productive in terms of meeting the organization’s goals. If that's true the Sales Manager's strategic focus should be to build an elite high-performance sales team. But how do you build such a team? I'm glad you asked because that brings me to Sales <p><a href="http://feeds.feedburner.com/~a/SalesProductivitySecrets?a=2gfo4x"><img src="http://feeds.feedburner.com/~a/SalesProductivitySecrets?i=2gfo4x" border="0"></img></a></p><div class="feedflare"> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=cECb9I"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=cECb9I" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=Usd72I"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=Usd72I" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=cggRji"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=cggRji" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=pQOiyi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=pQOiyi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=UBHApI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=UBHApI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=7jrfkI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=7jrfkI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=jvKfyi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=jvKfyi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=W4knxI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=W4knxI" border="0"></img></a> </div><img src="http://feeds.feedburner.com/~r/SalesProductivitySecrets/~4/273892758" height="1" width="1"/>http://www.salesproductivitysecrets.com/2008/02/marriage-of-talent-and-passion-leads-to.htmlhttp://feeds.feedburner.com/~r/SalesProductivitySecrets/~3/273892759/6-things-salesperson-wants-from-their.htmlsales managementsales improvementteam buildingsecretoptimizationperformance improvementnoreply@blogger.com (Martice E. Nicks Jr)Sat, 02 Feb 2008 23:42:00 -0600tag:blogger.com,1999:blog-1918531597183307079.post-84069532860497173332008-02-03T01:06:27.054-05:00A number of years back Applied Concepts Institute conducted a survey with their clients to find out what salespeople wanted from their Sales Manager. Several thousand salespeople with tenure of 1 year or greater participated in the survey. The top six things (in order) Salespeople wanted from their Sales Manager were: Build a positive daily relationship with them Communicate effectivelyHave <p><a href="http://feeds.feedburner.com/~a/SalesProductivitySecrets?a=YsumuF"><img src="http://feeds.feedburner.com/~a/SalesProductivitySecrets?i=YsumuF" border="0"></img></a></p><div class="feedflare"> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=CLbmKI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=CLbmKI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=GDD9WI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=GDD9WI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=iyPsgi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=iyPsgi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=NUbrHi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=NUbrHi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=ZOvwhI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=ZOvwhI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=p4yKCI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=p4yKCI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=4be2Ei"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=4be2Ei" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=7pS7sI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=7pS7sI" border="0"></img></a> </div><img src="http://feeds.feedburner.com/~r/SalesProductivitySecrets/~4/273892759" height="1" width="1"/>http://www.salesproductivitysecrets.com/2008/02/6-things-salesperson-wants-from-their.htmlhttp://feeds.feedburner.com/~r/SalesProductivitySecrets/~3/273892760/improving-sales-productivity-begins-and.htmlsales productivitysales managementsales improvementteam buildingsales management trainingsecretoptimizationteamsalesoptimizesales management developmentperformance improvementnoreply@blogger.com (Martice E. Nicks Jr)Sun, 27 Jan 2008 07:48:00 -0600tag:blogger.com,1999:blog-1918531597183307079.post-6692759731473379812008-01-30T16:51:52.077-05:00So you want to improve your sales team's performance. There are so many places to try and squeeze additional performance improvements out of your team. The question is...where do you start? Do you start with better tools like Sales Force Automation (SFA) or Customer Relationship Management (CRM)? Maybe implementing opportunity, account, and territory management methodologies would work. How <p><a href="http://feeds.feedburner.com/~a/SalesProductivitySecrets?a=2ZxlEj"><img src="http://feeds.feedburner.com/~a/SalesProductivitySecrets?i=2ZxlEj" border="0"></img></a></p><div class="feedflare"> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=EUBdAI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=EUBdAI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=IWcbsI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=IWcbsI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=nlxsUi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=nlxsUi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=w4Xb7i"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=w4Xb7i" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=zjokeI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=zjokeI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=nHA5nI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=nHA5nI" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=HVBYwi"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=HVBYwi" border="0"></img></a> <a href="http://feeds.feedburner.com/~f/SalesProductivitySecrets?a=I0XrgI"><img src="http://feeds.feedburner.com/~f/SalesProductivitySecrets?i=I0XrgI" border="0"></img></a> </div><img src="http://feeds.feedburner.com/~r/SalesProductivitySecrets/~4/273892760" height="1" width="1"/>http://www.salesproductivitysecrets.com/2008/01/improving-sales-productivity-begins-and.html