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.
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...
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...
Recent high-profile company failings around the world have led to recommendations for changes to improve audit quality.
By joining the project team from the start, finance professionals can be the super-connector, helping to close the widening infrastructure gap.
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?
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.
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?
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?
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...
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...
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,...
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.
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.
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.
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.
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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