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Sales Strategy
May 6, 2016 | ​John Hirth lock
  1. Expand Your Horizons.  As a salesperson take advantage of company-sponsored training courses and volunteer for projects in areas outside your everyday expertise. As a sales manager make development programs available to your people.
  2. Stay Informed And Know What's Happening. Stay well-informed of industry and company trends by reading trade journals and attending professional association events.
  3. Stay Technically Informed. As a salesperson, stay current with technological, legal, and knowledge advances in your area. Improve your skills and learn new ones. As a sales manager use technology to make your people well-organized.
  4. Be Considerate. Show respect and loyalty to your sales manager/salespeople and speak well of them to others.
  5. Embrace Change. Change is unavoidable. Companies need people who can adjust and go with the flow. Challenging change defends the status quo which most of the time will not work!
  6. Take care of Yourself. When you're run-down, productivity, and motivation suffer -- as does your image.
  7. Separate Your Work Life From Personal. Venting to your co-workers not only hurts productivity; it damages your credibility and can soil your work relationships (even if people seem sympathetic). Sales managers need to have outside confidants or coaches to discuss their problems with and not with their people!
  8. Go Above And Beyond. Take on added challenges, put in extra hours, and never use the phrase, "That's not in my job description."
  9. Be A Team Player. Show your salespeople and sales manager that you have their best interests at heart by being empathetic and offering to help out when they need it. As a manager don't just criticize but offer solutions.
  10. Give Yourself A Break Every Now And Again. A clear head and balanced life can give you energy and perspective.
  11. Behave Promotable. Don't let anyone think you work because you have to.
  12. Find A Mentor. The most successful people find both a mentor and a support group. Seek out help from others and don't ever be afraid to admit that you "may not know it all"!

This is a good starting point and will help to build "good sales citizenship" for all!

Action Step: Evaluate yourself on the preceding items and make plans on how to improve each of them. Establish 5 "to do" items that you can do immediately to be a better "Sales Citizen."

About the Author:
John Hirth is President of Selling Dynamics, a professional Sales Force Development firm with both national and international experience. They work with companies and provide strategies and tactics to increase revenue, improve profits and lower cost of sales. John is also a well known thought leader and writer.­hirth­71952b

Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.

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