We're getting business in, but I wonder how much more we leave on the table. We could be in the field more to drive training with sales reps and managers. We're struggling to put together a sales rep training manual...
At certain times of the year, people in our shop aren’t working as much as we would like them to be. We want them to be busy. We have plenty of work year-round. And it’s nice to have operations downtime,...
Building a sales plan is new to us. We’ve never made a planned out way to get leads and work leads. What should we use as a template? How can we make sure the plan works? Thoughts of the Day:...
As a small business owner, I struggle with quoting prices and scheduling. I end up overpromising to the customer, stressing out my people, and hurting the bottom line. I underestimate the work involved. That puts pressure on my employees...
Can’t give you specific numbers on what’s in our sales pipeline. Don’t know how that relates to what we need for business in order to be healthy. Seems too complicated to try and put it all together. Thoughts of the...
e Some customers have told us that they don’t have the budget right now to buy. We know they’re not going somewhere else, they’re just postponing the purchase. How can we get them to take action sooner rather than later?...
"I know sales can benefit from the guidance of a sales and marketing plan. But we don’t have one. What goes into that kind of plan? How do you make a plan that will be as effective as possible?" THOUGHTS...
A major referral source for us is gearing up for a summer of business growth. That’s the good news. The bad news is that they are worried if we can keep up. This is a great problem to have, but...
SalsWhen it comes to selling, I’m figuring out that I have to think like a sales detective and not a typical salesperson. Do you have any suggestions on how to best do that? THOUGHTS OF THE DAY: Decide on who...