Sales Management http://gmj.gallup.com/ http://backend.userland.com/rss Gallup WebTeam The authors of Strengths Based Selling tell how even great salespeople need self-awareness and support, how salespeople can develop their talents and strengths, and why flawed thinking about the sales process inspired them to write their book. http://gmj.gallup.com/content/147110/Strengths-Salespeople.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication http://gmj.gallup.com/content/147110/Strengths-Salespeople.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication Thu, 28 Apr 2011 15:00:00 GMT What are the strengths of salespeople, and how can organizations develop them? What do great sales managers do differently? The authors of Strengths Based Selling tackle these and other matters, including: why money is overrated as a motivator. http://gmj.gallup.com/content/146765/Selling-Strengths.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication http://gmj.gallup.com/content/146765/Selling-Strengths.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication Thu, 24 Mar 2011 15:00:00 GMT Though sales has traditionally been a single-player game, team selling is becoming more common. Here's how a well-designed team can offer more talents, which makes meshing with clients and meeting their needs smoother and more efficient. http://gmj.gallup.com/content/146237/Winning-Sales-Team-Sport.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication http://gmj.gallup.com/content/146237/Winning-Sales-Team-Sport.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication Thu, 24 Feb 2011 16:00:00 GMT In a business world in which clients have many choices and products aren't often sharply differentiated, customers demand strategic thinking, emotional connections, and critical information. Providing that mix demands all of a sales rep's talents. http://gmj.gallup.com/content/145640/Identifying-Right-Solutions-Customers.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication http://gmj.gallup.com/content/145640/Identifying-Right-Solutions-Customers.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication Thu, 20 Jan 2011 16:00:00 GMT An essential part of sales is assessing prospects and deciding which ones to pursue. It's a basic research project. But don't assume there's only one way to do prospect analysis. Start by evaluating your own talents. http://gmj.gallup.com/content/145229/Evaluating-Sales-Prospects-Evaluate-Yourself.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication http://gmj.gallup.com/content/145229/Evaluating-Sales-Prospects-Evaluate-Yourself.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication Tue, 21 Dec 2010 16:00:00 GMT In a tough economy, sales teams are under even greater pressure to perform. But how do organizations quantify their reps’ success? The majority of sales managers and leaders base their replies on one indicator: revenue generated. That might be far too one-dimensional. http://gmj.gallup.com/content/123137/Rally-Troops.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication http://gmj.gallup.com/content/123137/Rally-Troops.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication Thu, 24 Sep 2009 15:00:00 GMT Salespeople in the field have the same need to emotionally attach to their workplace as other workers do, and the best companies know how to engage them regardless of how difficult it might be. Hindustan Unilever Limited in India is one of those companies. http://gmj.gallup.com/content/122054/Engaging-Remote-Sales-Force.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication http://gmj.gallup.com/content/122054/Engaging-Remote-Sales-Force.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication Thu, 06 Aug 2009 15:30:00 GMT Since the financial crisis began last year, more than 30 banks have gone under in the United States alone. U.S. Bank’s financials, however, remain fundamentally sound, thanks to its conservative lending practices and an intense focus on people. http://gmj.gallup.com/content/117256/Bank-Weathers-Crisis.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication http://gmj.gallup.com/content/117256/Bank-Weathers-Crisis.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication Tue, 07 Apr 2009 15:00:00 GMT Measuring internal customer service is driving positive results in one of the world’s biggest medical equipment companies. This profile of a major division of Stryker -- with 1,800 employees in 21 countries who speak almost two dozen different languages -- reveals how. http://gmj.gallup.com/content/104014/Sharing-Knowledge-Improves-Strykers-Performance.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication http://gmj.gallup.com/content/104014/Sharing-Knowledge-Improves-Strykers-Performance.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication Thu, 14 Feb 2008 06:00:00 GMT There isn't a perfect route to employee engagement, a single path that passes from manager to employee to productivity to profit. Instead, there are as many effective ways to manage people to attain high performance as there are great managers. Want proof? Here's the story of two managers with very different styles, both of whom have become highly successful with the same company, Mars Incorporated. http://gmj.gallup.com/content/103513/Many-Paths-Engagement.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication http://gmj.gallup.com/content/103513/Many-Paths-Engagement.aspx?utm_source=tagrss&utm_medium=rss&utm_campaign=syndication Thu, 10 Jan 2008 06:00:00 GMT