In our work with electronic reps, we see huge opportunity in streamlining work with distributors. Often a rep firm has hard costs spent managing distribution, in both human resource and time spent. LeadNET, our automated follow up technology, can be used to route and track all sales records to and from the distribution sales channel. This will save huge cost and time. Another rock to turn over, levered by our automated followup module, is the unmined potential in the disty customer base.

Marketing managers and sales managers lives are spent tracking leads and opportunities. Generating leads, routing leads, qualify leads and lead updates eat up time and money. Automating this process has several advantages first, you know the lead is passed to the right sales person quickly, second you know the sales person is working the lead.

Attract New Customers Using Google Adwords

The internet has caused a perfect storm. The average salesperson has been washed away in the flood. Old sales ways and the old sales process have been buffetted to submission. The old sales methods, which used to work, have died, a death by internet. 

Happy New Year all, and an extra Happy New Year to all the prospects which I am about to call, starting today. My sales software pipeline is teed up. All the friendly and cooperative prospects are just sitting in their offices or cubicles, holding their breath, and wishing the phone would ring with me on the other end. And even better, my autoresponder which has been sending out automatic interesting and informative emails like clock work, has pulled a handful of responders asking me to call them. Yes, autoresponders rock. 

Does your sales team build a territory plan? This is a detailed document which defines how sales attainment goals are to be reached. The territory plan is the magnet that applies steady pulling power to your sales goals. Even better, the plan lays out benchmarks for attainment which drives important sales data to sales management. If your company has one great, if not, please consider putting one in place. The steps below are a great starting point. 

Build a Sales Plan to Build Sales Income

IBM called this the Territory Plan

Get your lead flow going. Get more sales leads. If your lead systems are lousy than bang the phones. Don't listen to your sales guys telling you that cold calling does not work. Sure it does. Cold calling has evolved, sure. And so has your customers.

OK, now that our headline has grabbed your eyeballs. Here is the secret: work harder and smarter. When I was in the NFL and peeling the time line back further, at Penn State, I used to love working out in bad weather. I just knew, with conviction, that the guy trying to beat me out of my position or the guy trying to kick my butt on Sunday was not working as hard as me.

How to get accurate sales forecasts from your salesteam.
I have to tell a short story here. Yesterday, when I was young, I would go to trade shows. I would go to the break out meetings to learn. Learning to me is always key. I picked this up at IBM. The great company trained non-stop, always providing a full menu of classes which I could attend at any time.

Sales Forecasting Accuracy for Sales Managers