Update 25.11.2020

Magazine service "Sales Pro Magazine" is exactly: 288 (+22) articles and 91 (+15) authors.

Latest issue 13/2020 (november-december)

As most of you probably have noticed, the magazine you’re holding in your hands right now has undergone a transformation – starting with the title, through obvious visual changes, to more managerial stuff inside. We believe, that as “Sales Pro Magazine” we will better meet your need for specific, reliable information on sales and team management and on the most effective sales techniques at the same time. What have we prepared for you in this issue?

To be a boss whom employees do not leave, even if other companies tempt them with better salaries and other benefits - is a dream of many managers. Easier said than done? For sure. The good news is that this is an attainable goal. The bad news is that it will require a lot of work, persistence and consistency in action, and, what is perhaps the most difficult thing, understanding and accepting that not every decision you undertake is good and that sometimes employees and other outsiders know more than you do. What is the ideal boss pattern? In the article “Manager from Sèvres” (our Featured Article), Tomasz Gordon proposes his original model relating to individual areas of competence.

Agnieszka Günther-Jabłońska and Arleta Babska, on the other hand, suggest how to be a good leader of the workers’ herd, especially in such uncertain times as those in which we live today. The term “herd” is not accidental here - the authors point to clear relationships between attachment patterns that result, inter alia from biology, and the boss-employee relationship. The conclusions are very interesting!

I also highly recommend the article by Ben Taylor “How to build trust when selling virtually”, in which the author tries to explain how the coronavirus outbreak has changed the dynamics of trust building, what is a swift trust theory and how can it be useful in sales, and if the role-based interaction leads to more rapid development of trust than person-based interaction.

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Featured article

no. 13/2020

The manager as a herd leader in an age of uncertainty

The manager as a herd leader in an age of uncertainty
  • What do patterns of attachment have to do with the manager-employee relationship?
  • What styles of attachment do we distinguish?
  • In the current situation of uncertainty and crisis, how can a manager react when they notice employee anxiety?
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no. 13/2020

The manager from Sèvres

The manager from Sèvres
  • What is the ideal example of a boss?
  • How can you be a manager employees never want to leave?
  • What are the most serious mistakes you should avoid?
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no. 12/2020

Selling in a crisis

Selling in a crisis

The impact of the COVID-19 pandemic on sales teams cannot be understated. As organizations frantically turned their attention to keeping their employees and customers safe, maintaining business continuity and protecting cash, many sellers found themselves in an unprecedented situation. Suddenly, they discovered that many, if not all, of their sales opportunities are stalled, with no clear options about...

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Strategies for success

On-line only no. 13/2020

A perfect storm

A perfect storm

App attacks, cryptojacking, ping of death (the send­ing of a malicious ping to a computer), zero-day vulnerabilities – the A-Z of cybersecurity threats is constantly growing. New menaces emerge almost daily, the number of attacks is increasing, and no individual or organisation is invulnerable. ‘It is no longer a case of if you will be attacked, but when,’ says Geraldine Magarey, thought leadership...

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On-line only no. 13/2020

Part of the solution

Part of the solution

Recent high-profile company failings around the world have led to recommendations for changes to improve audit quality.

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On-line only no. 13/2020

The missing link

The missing link

By joining the project team from the start, finance professionals can be the super-connector, helping to close the widening infrastructure gap.

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Skills academy

no. 13/2020

Online training ‑ don't throw your money away

Online training - don't throw your money away
  • How to choose online training that will meet all your needs?
  • What type of an online training should you choose?
  • How can you get the most from your participation in online events?
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no. 13/2020

What salespeople think about social selling (and why it's not true)

What salespeople think about social selling (and why it's not true)
  • What are the most common objections to social selling among salespeople?
  • Why the sales and marketing departments should join forces at the initial stages of the client’s purchase path?
  • How to implement a social selling program at your company?
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no. 13/2020

Do as you think

Do as you think
  • Are there ‘bad’ beliefs?
  • How do beliefs affect the way the sales manager manages the team?
  • What are the most common beliefs among sales leaders?
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Psychology of sales

no. 12/2020

How to motivate yourself

How to motivate yourself

Anyone can find their own sources of motivation. It’s very important to be aware of both what drives us to act and what leads us to put off our goals. How do we do that - how do we move from words to deeds?

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On-line only no. 11/2020

Don't give in to negative emotions

Sales is one of the most popular professions in the world and, although it may seem like selling goods and services doesn’t require too much effort, only a select few achieve significant success, earning amounts that others can only dream of. Even though the reasons for this are largely visible in the competences of the best salespeople, it is often an emotional topic.

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no. 10/2020

The source of success is in your head

The source of success is in your head

You surely know the story of the young salesman who got the most difficult client and made the sale because he didn’t know it was a ‘difficult client.’ It’s no coincidence that in sales, a positive attitude doesn’t do anything, but a negative attitude can ruin everything. So how can you work with your own mind and attitudes to build your success and effectiveness?

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Customer relationships

no. 13/2020

Client relationships in the pandemic era

Client relationships in the pandemic era
  • Which four areas should a team leader take care of first?
  • How can you help your team manage client relationships in the pandemic era?
  • How can you communicate effectively with your team and clients in this particularly demanding time?
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no. 13/2020

How to build trust when selling virtually

How to build trust when selling virtually
  • How has the coronavirus outbreak changed the dynamics of trust building forever?
  • What is a swift trust theory?
  • Do the role-based interaction lead to more rapid development of trust than person-based interaction?
Read more
no. 13/2020

Presenting online isn't virtual selling

Presenting online isn't virtual selling
  • Why virtual selling and presenting in a collaborative web platform aren’t the same thing?
  • What are the biggest mistakes salespeople make when trying to sell virtually?
  • Does being memorable equate to being meaningful?
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The salesperson’s day-to-day challenges

no. 11/2020

"Boss, there's something I'd like to talk about...". How do you talk to your boss about a pay rise or promotion?

"Boss, there's something I'd like to talk about...". How do you talk to your boss about a pay rise or promotion?

Any interaction between a manager and an employee provides an opportunity for mutual understanding only if the manager is the right person in the right position (this is surprisingly rare), and if the subordinate takes a professional approach. What does this mean in practice?

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On-line only no. 10/2020

A salesman’s memories: Sales standards: help or hinderance?

The new month began quite unpleasantly for David. His branch manager came up to him and, without asking anything, declared: - A new adviser is coming tomorrow. I’d like you to show him the ropes, how you serve clients and how you look for new ones. Just show him how we work, okay? The next day, a new co-worker appeared at David’s desk and immediately started talking about what he doesn’t like...

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On-line only no. 9/2019

Memories of a salesman: to make mistakes is human

Mark is an experienced salesperson working in a car showroom. It was a really hot day. Thankfully, the air conditioning was on full blast in the showroom, allowing Mark to concentrate on work and not think about the temperature outside. However, thanks to the e-mail that Mark received up a few minutes ago, he’s now sitting in a pool of his own sweat. It turned out that a large consignment of vehicles...

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Technologies

Open access no. 9/2019

7 ways to ensure your sales team are fans of your CRM

7 ways to ensure your sales team are fans of your CRM

As a sales leader, you likely understand the numerous ways a customer relationship management, or CRM solution can add value to your business and help transform your sales processes. Studies have shown that companies who incorporate CRM systems communicate more effectively with their customers and deliver a better overall customer experience, in turn helping to boost customer retention. So how then,...

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On-line only no. 9/2019

How to make a video on a limited budget

You don’t necessarily need a huge budge to create a video for your business. Of course, it helps, but it isn’t necessary for creating attractive materials for your customers. In the article, we present some tips on how to create movies with limited financial means.

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no. 7/2019

How CRM can help salespeople boost their results

How CRM can help salespeople boost their results

Salespersons have a lot of data to manage. And today more than ever, when the experience we give our customers is our differentiator, it’s hugely important not to reduce one’s customers and prospects down to just raw data.

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Salesperson's navigator

no. 12/2020

“We have a deal!” ‑ does spontaneity help in sales?

“We have a deal!” - does spontaneity help in sales?

Have you ever come out of an important meeting with a strange feeling, thinking, “Did I maybe overdo it a little bit?”, “Were my reactions too spontaneous, not professional enough?”. If you have, I offer you a short article on this topic.

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no. 11/2020

Training that makes sense

Training that makes sense

Going down the road of self-development requires the courage to leave your comfort zone. In this article you will learn how to take the first step, that is, how to diagnose your professional weaknesses and determine what criteria should be used when choosing a training program that will help overcome them.

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no. 8/2019

7 trends that are changing sales

7 trends that are changing sales

Modern sales are evolving with the development of new technologies. Ubiquitous access to knowledge and information is also changing the customer’s approach to the purchasing process. For years, we’ve been talking about the demise of traditional sales and the smaller and smaller role that salespeople play in the whole process. And how is it really? Here are seven challenges that are increasingly affecting...

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Dream Team

no. 13/2020

How to shift salespeople from direct contact to phone ‑ based sales

How to shift salespeople from direct contact to phone - based sales
  • What a manager should do to make it easier for salespeople to sell remotely?
  • How to set sales targets during a pandemic?
  • What advice we should give employees for working remotely?
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no. 13/2020

How to develop trust in the manager ‑ employee relationship

How to develop trust in the manager - employee relationship
  • What does and does not constitute trust in a manger-employee relationship?
  • What makes it difficult to build trust in a team?
  • How can we develop trust in the manager-employee relationship?
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no. 13/2020

Working remotely ‑ good practices

Working remotely - good practices
  • Why it’s worth concluding social contracts with employees about remote work and what they should include?
  • How to create an effective online meeting schedule for a remote team?
  • What to avoid during online meetings?
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