Motivating your sales team during a downturn

Christmas may mean a well-deserved, if brief, break from sales targets and field calls, but how can you motivate sales staff as a sales manager once they’re back from the Christmas break? In an article entitled “How to motivate sales teams during a tough economy” on the US website, salesopedia.com, article author Mike Brooks explains that it can just take a few simple, relatively inexpensive ideas to motivate your team.

Prizes such as a mountain bike for a first anniversary on the team or a BluRay DVD player for the team member with the most monthly conversions are suggested. Such ideas cost a few hundred pounds but can reap much more in terms of increased motivation and increased business. If you would like to know more about motivating your field sales team in the New Year and beyond, read the whole article at http://www.salesopedia.com/index.php?option=com_content&task=view&id=2107

Are you ready for the New Year? Sales trends for 2012

Many external factors can affect your sales figures and performance from new technology to the global economy. A feature on ‘Sales Machine’ - the business blog from CBS in the United States – looks in more detail at how your customers mind set and business position may change in the New Year.

Customers and clients demanding flexibility in all aspects of the sales contract is one of their Top 5 trends. With customers trying to plan for either the economic revival or another dip, they are looking for flexibility on terms from inventory to volume commitments. The feature also warns sales managers to expect discussions on intellectual property. In “Who gets the kids?” it looks at how to negotiate when companies undertake joint ventures in either processes or products.

For all five of CBS’ top sales trends read the whole feature here. http://www.cbsnews.com/8301-505183_162-57330429-10391735/5-b2b-sales-trends-to-watch-in-2012/

Sometimes you just have to get it down on paper – or at least on email.

Sales is not all about getting your point over face to face. Often, the key parts of your pitch – product benefits, customer service and even price points and discounts all need to be communicated in writing. Whether it’s on an email, text message or , when writing bids and tenders, actually on paper, using words to get the maximum impact is very important. From accurate spelling to punchy sentences that sell, most people have something to learn. ‘Emphasis’ is a business writing skills company offering courses for companies and individuals. Their one-day ‘High impact bid, tender and sales proposal writing’ course covers areas such as ‘using executive summaries to sell to decision-makers’.
Alternatively, take a look at their blog for many useful tips on writing techniques for sales and business. There’s even a spelling test to try. Will you be embarrassed or embarassed? To find out which see www.writing-skills.com