Ron Goch
The Telios Group
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Create Sales Contests to Motivate the Team
March 24th 2008
While taking in the NCAA men’s and women’s basketball games during March Madness, I’m reminded of the value of competitive contests.
Each coach and player participating in the NCAA Basketball Tournament understands they must win to move on, and if they lose they go home.
In business, sales managers also understand the value of competitive sales contests. A great competition motivates sales execs to pull out all the stops, just as a competitive game and the chance to advance to the Sweet Sixteen motivates a player to leave it all on the court in an effort to win. (more…)
Practice Your Sale Closers
July 19th 2006
Do you have a list of your best sales closers? If so, good for you! If not, why not? In order to become a solid sale closer, you need to practice. The only way you can practice is if you know what you’re going to communicate to customers. Here are a couple ticket sales closers (questions) to get you started on practicing your sales close:
Have you decided on where you’d like to sit?
How would you like to pay for your tickets?
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Ron Goch, The Telios Group
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Make One More Call
July 18th 2006
Here’s an easy way to go the extra mile, increase your sales call volume, and over time, you’ll also increase revenues. When you get to the end of the day and you’re about to depart for the day, stop and make one more call. Do this each day this week, and try it again next week. Get into the habit of making “one more call” at the end of the day and you’ll likely be one of the top sales executives on your team.
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Ron Goch, The Telios Group
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Inspect What You Expect
June 14th 2006
It’s important to monitor sales on a daily basis. Not weekly or monthly…daily.
With daily check-ups, sales managers are able to ensure best practices are being successfully implemented so executives achieve their individual goals.
Daily monitoring of sales and the sales process also provides opportunities for sales coaching and proper development of sales executives.
As the saying goes, “You must inspect what you expect.”
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Ron Goch, The Telios Group
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