Tag Archives: Sales Managers

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If you can’t measure it, you can’t manage it

If you can’t measure it, you can’t manage it. How would it be if a pilot flying the next plane you boarded had no dials or instruments. People in general resist any form of measurement and so do salespeople. Especially when they feel it is…


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What do Buyers want from Salespeople?

If you consider a buyer may get around thirty cold calls a week from different suppliers, then that equates to around two full days a week. So how do they sort the wheat from the chaff? They want the complex made simple even if it…


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Sales People And The Law of Consistency

As mentioned, the law of consistency states that the strongest force in the human personality is the need to remain consistent with how we define ourselves. It doesn’t matter what mask we put on to the outside world, it will never be our true identity…


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If you can’t measure it, you can’t manage it

If you can’t measure it, you can’t manage it. How would it be if a pilot flying the next plane you boarded had no dials or instruments. People in general resist any form of measurement and so do salespeople. Especially when they feel it is…