Posted by bob urichuck | Posted in Uncategorized | Posted on 22-01-2012 | 
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In today’s economy, more than ever, sales professionals must be in control of the sales process. You will not succeed in our ever changing economy, if you do not fully grasp the enhanced sales process. Do you follow a sales process? Congratulations if you answer “yes” and actually commit to a sales process. Evidently, you [...]
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Posted by bob urichuck | Posted in Uncategorized | Posted on 12-06-2011 |
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Not during pay time!
Sales motivation and sales training is more important than ever before, but not during pay time – when sales are being made.
Nonetheless, what do most organizations do when revenues heads south? They cut costs, typically in the wrong areas such as training, sales conferences, coaching and sale personnel.
Sales [...]
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Posted by bob urichuck | Posted in Uncategorized | Posted on 03-04-2011 |
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Buyers have a system that gives them control over sales people. To prove it, who is qualifying and rejecting who? Who should be doing the qualifying and rejecting?
Do you have a system to increase the velocity of your sales and put you in control of your profession? If not you are out of [...]
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Posted by bob urichuck | Posted in sales | Posted on 07-03-2011 |
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You must appreciate that sales revenue is the life line to your bottom line. Without buyers, there are no sales. Without sales, there are no revenues. The world revolves around sales, but more importantly, it now needs to revolve around buyers. Buyers are everywhere. What are you doing to help them buy?
The [...]
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Posted by bob urichuck | Posted in Uncategorized | Posted on 17-10-2010 |
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Front line sales coaching is not as common as it used to be. Some sales managers are too concerned about impressing their superiors that they forget their actual responsibilities. A responsible sales manager provides sales coaching to the front line in order to attain their sales targets.
Sales’ coaching is the best way to help [...]
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Posted by bob urichuck | Posted in Uncategorized | Posted on 18-07-2010 |
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Yes, you can, if you are self motivated and an inspiring leader. You can, because you love what you are doing and you are doing what you want to do. Somewhere along the way you made a decision. You managed the “things” within your control; and got to know yourself, your dreams, and desires.
You [...]
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Posted by bob urichuck | Posted in Uncategorized | Posted on 11-07-2010 |
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Sales team motivation can be an easy task, especially when appropriate disciplines are demonstrated by the sales leader. That is when employee motivation happens naturally.
It is kind of like “monkey see, monkey do” approach.
Motivation, no matter if it is self motivation or employee motivation, is defined as a motive to act. What motivates [...]
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Posted by bob urichuck | Posted in Uncategorized | Posted on 13-06-2010 |
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Velocity Selling begins with buyer relationships. People buy for emotional reasons and they buy from people they like and trust. The Velocity Selling Cycle starts with building relationships. Therefore as a sales professional, it is important for you to be aware of and to understand the universal needs of buyers.
The competencies of sales [...]
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Posted by bob urichuck | Posted in Uncategorized | Posted on 30-05-2010 |
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Sales motivation in is more important than ever before. As the economy slowed down, so did sales. Unfortunately, most sales people slowed down too. Sales people, like the masses, become a product of their environment.
Nonetheless, what do most organizations do when the economy heads south? They cut costs, typically in the [...]
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Posted by bob urichuck | Posted in SUCCESS | Posted on 17-05-2010 |
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Success means different things to different people. But let’s look at sales professionals. What would you say are the top 10 characteristics of successful sales professionals?
To a salesperson, it could be a major client acquisition, qualifying for an incentive, making a predetermined annual income or commission, being recognized at the annual sales conference [...]
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