Category archives: Work & Careers

Best Way to Prepare When You Are Interviewing Your Candidates

Identifying the characteristics the interviewer is looking for is the most important, but not the only, preparation he must do for the interview. Other preparation should include the following:

  • Practice. Somehow practicing interviewing skills has become acceptable for interviewees, but not for interviewers. The reason seems to go

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Best Way to Hold a Job Interview

Which applicants should you interview?

Compare the written application with the employee profile and invite for an interview those candidates which fit it most closely. In most cases, six to eight interviews should be sufficient for a sales position. Always write to the unsuccessful people, thanking them for their application.… Continue Reading…

Best Way to Find out which type of Jobs are Best for you

Who Am I?

Before you go into your practice interview, ask yourself, “What am I looking for?” But before you do that, ask yourself an even more basic question, namely, “Who am I?” Of course, many people spend a lifetime asking themselves that question. I do not believe that going… Continue Reading…

Best Way to Carry Out Effective ‘Field’ Training as a Sales Manager

Every sales manager should spend a large part of his or her time accompanying their sales people on sales visits. These visits should be field training time. There is a tendency for many sales managers to concentrate their visits on the new and less experienced people, allowing the experienced ones… Continue Reading…

Best Way to Choose the Right Sales Team for Your Company

You may be in the enviable position of being appointed sales manager for a company that does not have a sales force. In this case you will have the luxury of deciding on the type of sales team most appropriate for your company and its products or services.

To help… Continue Reading…

Best Way to Control Your Sales Team

In the context of sales management, controlling should be synonymous with the word monitoring.

Controlling is a matter of comparing actual performance with the standards set and taking the necessary action to rectify any negative variances.

Controlling performance standards

As previously mentioned, these should be quantifiable so that actual performance… Continue Reading…

Best Way to Conduct a Sales Meeting

Every meeting should have a chairperson. This will normally be you, the sales manager. However, depending upon the purpose of the meeting, it can be advantageous to appoint one of your sales representatives to the chair. You may be pleasantly surprised to discover how well that person exercises control over… Continue Reading…

Best Way to Organize Your Sales Team

Having prepared your strategic sales plan, you now need to utilise your most valuable resource, people, to put the plan into action in the most effective way to achieve your objectives. This is a matter of deciding who sells what to whom.

How you organize your team will largely dependContinue Reading…

Best Way to Manage a Tele-Sales Team

These are salespeople who are based in an office and who use the telephone as their main selling tool. The work can take the form of

  • contacting regular customers to obtain their orders, or
  • telephoning prospects to persuade them to buy the company’s products or services.

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Best Way to Motivate Your Sales Team

Motivation is a subject about which much has been written and discussed over the past decades. Many theories have been expounded by the likes of Maslow, Hertzberg and MacGregor and one would not dispute their content. Being psychologists, their theories were based on this branch of science. However, companies are… Continue Reading…