Role of SME CEO in Sales

It has been seen that CEOs either totally ignore the function of Sales Management or take it so seriously that they hardly are left with any time to cater to other functions of management. The CEO, especially in a Small and Medium Enterprise (SME), is expected to perform the following function of Sales: Establish proof…

Mama’s Boy as an Entrepreneur

In Small and Medium Enterprises, in the course of succession planning, when the next generation is in the process of taking over from “Mom/ Dad” it is very important that the same is planned in a very professional manner. If you are going through this phase in life, please answer the following questions to assess…

Sales Manager is the team’s darling

Sales Managers handles a team of salespersons who as a breed is mandated to “climb the wall”. By default the energy levels are high in such teams and “trials and tribulations” are a part of the game. When the team is somehow trying to achieve its target within boundary of ethics and fair-play, the following…

A Sales Trainer should Know

A professional sales trainer cannot bask in the glory of past performance and train people on the art of selling without leading by example. You can either do it or not do it. “Climb the Wall!” These days I find many sales trainers in the market who train on Selling skills by reading a few…

This and That will lead to Those

Inn Sales Management, like any other profession, focus is of paramount importance. Every sales professional has to continuously think of new ways of doing the same things differently. It is not about competing with others, it is all about creating new ways of doing things what others continue doing in the same old fashion. I…

“Jab we Meet” our Dealer

In Channel of Distribution mode of selling, very often the Sales Manager is not very clear on his precise role when hevisits the dealer. The following checklist will help you conduct your dealer visits well: Check physical stock to calculate “Tertiary Sale” at the given counter and ensure that the next “Secondary” sale to the…