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Most Recent Sales Management

Getting Beyond Your Numbers
Volume 144 NO.4 July/August,  Furniture World Magazine

The secret to selling more, earning more and improving lives.

Managing Change: Eight Reasons Why Change Initiatives Fail
Volume 144 NO.3 May/June,  Furniture World Magazine

There are eight main reasons why 90 percent of companies, large and small, fail at bringing new ideas to their businesses. Here’s what you can do to improve your odds of success.

Sales Management

Published 2004 - 2014

Getting Beyond Your Numbers  - 7/9/2014

The secret to selling more, earning more and improving lives.  

Open This Box If You Dare!  - 5/22/2014

Four out-of-the-box ideas for retailers who do the same things year after year.  

Managing Change: 2+2=5  - 5/22/2014

How to tell your staff that you plan to do things differently, and motivate them to do it your way!  

Managing Change: Eight Reasons Why Change Initiatives Fail  - 5/22/2014

There are eight main reasons why 90 percent of companies, large and small, fail at bringing new ideas to their businesses. Here’s what you can do to improve your odds of success.  

Better Bedding & Mattress Sales: Control Every Mattress Sale!  - 3/17/2014

The final outcome of the mattress sales process depends almost entirely on whether the RSA keeps control or gives up control to the customer. Here’s how to stay in control.  

Retail: Also A Game of Failure?  - 3/17/2014

Moving from failing 80% of the time to only 70% of the time, your sales volume goes up by 50%. It’s a lot like Baseball in terms of hitting and coaching.  

Sales Process Engineering 2014 - Part 2  - 3/17/2014

You will never maximize your customer opportunities, your store sales and your profitability without a sales staff that controls the sales interaction from start to finish.  

Connecting Through Rooms & Goals  - 1/3/2014

Before salespeople can effectively address shopper’s needs and motivations, managers must work to establish a meaningful connection between your salespeople and your store’s stated objectives and mission.  

Sales Process Engineering 2014 - Part 1  - 1/3/2014

Most home sector salespeople are amateurs. For them, selling furniture is like Las Vegas… simply a game of chance. Here’s how you can change all that in your organization.  

Sales Coaching 2014  - 12/13/2013

A detailed explanation of the best sales metrics to follow in 2014. Plus, Hal McClamma explains the best ways to coach your sales team based on this information.  

    
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