Sales Administrators: Key To Your Team’s Success: Part Two Of Two

Sales Admin Team SuccessThe sales administration aspect of a company needs to provide the necessary information to the management team in order to limit the amount of work that representatives have to do and to increase the accuracy and availability of forecasts.

A sales management team needs to identify the correct people to place into this role, as they have to be responsible for database management, sales call follow up with representatives, report generation for sales leadership and detailed work that cannot be allocated to another individual. Continue reading

Sales Administrators: Key To Your Team’s Success: Part One Of Two

Sales Administrator SuccessThe administration aspect of a sales company is one that is often overlooked, but the components that make up this department are vital to the success of a business.

A sales management team needs to ensure that all bases are covered when examining the administrative aspects of the various parts of a company’s operations.

According to Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm, there are four parts of administration that need to be examined. Database management, sales call followup, report generation and detail work. Continue reading

Problems That Come With Ineffective Implementation Of A CRM System: Part One Of Two

Problems with Ineffective CRMThe use of sales technology has helped many representatives save time and effort through inputting data and organizing leads. However, this could also present a problem for these sales people.

A sales management team needs to ensure that CRM Systems are used in an effective manner and by the right people.

According to Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm, though the technology was designed to help representatives, it is often integrated into the company in a way that hurts output.

“The ineffective implementation of a CRM System is a waste of company time and resources,” said Kivett. “You waste so much sales time having non data entry people doing data entry.” Continue reading

How Important Is Role Play In The World Of Sales?

Role Play in SalesThe use of role play within the sales industry is something that certain managers choose to avoid based on the assumption that this activity will not accomplish the goals that exist for the team.

A sales management team needs to get over this notion in order to provide representatives with a chance to practice for specific situations that can come up during the process of selling.

According to Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm, the use of role play is necessary for preparing salespeople for specific situations that can come up during correspondence or while making a value proposition. Continue reading

What Is The Most Highly Effective Component Of Your CRM Platform?

CRM PlatformA sales management team needs to determine the right technology for representatives to use. Once this decision is made, there has to be a succinct effort to minimize the amount of time that salespeople spend doing things other than prospecting.

CRM platforms are a necessity in today’s world of sales, but there has to be a system in place that helps representatives limit their time using this technology.

According to Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm, the most effective component of a CRM platform is having someone other than the salesperson doing data entry. Continue reading

Questions To Avoid Asking At An Interview

Questions in InterviewsOne of the key ways to ensure that only qualified people are employed at a company is to ask the right questions during the interview process.

A sales management team has to avoid asking questions that may leave them with workers who are not competent. Errors that occur in the hiring process can have a significant impact on the revenue stream and composition of the company.

According to Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm, managers want to avoid asking questions that are centered around a hypothetical situation. This type of inquiry will often lead to an answer that is irrelevant and not specific to any function or position within a company. Continue reading

Tips On How To Deal With Low Morale On Sales Teams: Part Two

Dealing with low moraleThe sales management team needs to address a problem with an employee from the outset, to prevent it from disrupting the entire operation and becoming part of the sales culture.

However, overburdening operations or regulations may work to create a negative sales culture, as the management has to remember that these representatives are there for one reason: to make money, according to Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm.

The representatives want to spend a majority of their time making a sale and engaging in activities that will be beneficial to generating business and finding clients. Corporations can often kill morale when they put burdens on their sales team, as the rigid structure can work against the idea of selling, noted the executive. Continue reading

Tips On How To Deal With Low Morale On Sales Teams

Dealing with low moraleThe management team at any company will have to deal with the problem of low morale at some point, as there are a variety of factors that can contribute to a lack of cohesion and happiness in the workplace.

A sales management team has to work with their employees in order to deal with a problem of low morale. If the issue is not addressed immediately, it can lead to a lower level of productivity throughout the company and a smaller revenue stream.

Before any of the executives at the company can deal with the problem, an investigation must occur to find the source of what is influencing the morale of employees in a negative way, according to Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm. Continue reading

Sales Leadership Training 101: First Week On The Job: Part Two Of Two

Sales Leadership Part 2A new vice president of sales needs to gauge where the company stands prior to making any real decisions concerning the future of the business. This may require the executive to sit down with each employee and listen to their views on what could be done differently.

The executive needs to work with the existing sales management team to discern what employee feedback is helpful to promoting growth within the company, according to Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm. Continue reading

Sales Leadership Training 101: First Week On The Job: Part One of Two

Sales Training First Day on JobEntering a new company for the first time can be a daunting experience for any employee, especially an incoming vice president of sales or someone at the managerial level.

A sales management team needs to accommodate the entrance of a new executive, and this individual has to gauge the state of his company before making any decisions.

What you should do on the first day with a new company depends on the situation that the business is in when you arrive, according to Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm. Continue reading