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Sales meetings can be made more meaningful by focusing on the end results that the meeting seeks to achieve. Describing the changed behavior that is sought from the sales force and working backwards from there also help make a sales meeting more meaningful.

A guide to successful representative-manufacturer sales meetings based on effective planning is presented. The representative and the manufacturer will reap the benefits of a productive meeting only when they both focus on what's going to transpire before, during and after the event. Insights from industry players are also presented.

Byline: Kim Magdalein It has recently come to my attention that many of you are struggling with appointments. A common trend today is to avoid being offensive or 'pushy,' putting [...]

Implementing the tips discussed when attending a real estate convention will aid an agent in successfully promoting his career. The use of promotional items and time-management skills are stressed.

Are you ready for that all-important sales call? Are the new business cards in the brief case? Do you have enough brochures for everyone who will be attending the meeting? [...]

Top performers today consider their manager as a resource. Managers represent a wealth of knowledge, experiences arid objective ideas. In order to tap this resource, many top performers help guide […]

How storytelling can help salespeople win business WHEN IT COMES to telling stories, Jaki Suter's two kids give her plenty of material to talk about. Suter, the vice president and […]

FOR MANY SALES PROS, DAILY OR WEEKLY sales meetings rank just a sliver above cold calling on the 'dreadful work stuff to do' list. Sales meetings that are poorly run [...]

Want to know the difference between a successful sales meeting and one that flops? Just ask your salespeople a very simple question: Do you remember three things about last year's [...]

Sales meetings. We all have them. But do we know why? Do our salespeople like to attend them? And, most importantly, are we getting the best value for the time [...]

Most agencies have regular sales meetings where producers report on their prospecting activity. When they follow the same format from week to week, these meetings can become routine and even [...]

You may be spending 10% to 30% more on airfare than you have to, claims Rick Binford, manager of meetings and conventions for Northwest Airlines. It's no secret that fuel […]

In-store sales training meetings may boost shoe store sales if managed properly. Savings on selling costs via higher sales productivity, improved sales and selling performance, enhanced personnel morale, improved customer service, lower employee turnover and customer loyalty are some advantages of a highly trained selling force. Ten tips on how to develop a regular in-store sales training program are presented., Sales and service are the lifeblood of shoe stores, so why the deficiency in regular in-store sales training meetings? When sales performance is so vital to competitive advantage, it is [...]