Whether about food for better sales or mental manipulation, we’ve found the most unique management, productivity, and sales articles on the web. This week, highlights include fantastic questions that sales people should be asking, ways to turn good customers into great customers, and a review of apps for those who want to increase their employee productivity and the efficiency of their CRM systems.
- Shark Tank Star Robert Herjavec on the 5 Worst Sales Sins (Entrepreneuer) — In this exclusive Entrepreneur interview with Robert Herjavek, writer Kim Lachance Shandrow learns that great sales acumen is as much about how clients perceive you as what you are selling. Herjavek explains that the worst sales activities include not selling directly to a decision-maker, talking instead of listening, and not looking like a sales professional. This is a great article for new sales associates wanting to increase their performance.
- 6 Questions Sales People Don’t Like to Ask, But Should (RoundPeg) — Writer Lorraine Ball presents some of the most basic questions every sales person should be asking in a succinct and entertaining way, making this an excellent read for both seasoned and novice sales professionals alike. Ball explains that many sales people are nervous about getting more information up front, but that doing so can allow you to create a winning proposal every time.
- What You Eat Affects Your Productivity (Harvard Business Review) — A perfect article for sales professionals and management that are always eating on the go, it highlights a study in the British Journal of Health Psychology that found that increased fruits and vegetables in your diet will make you more positive, creative, and productive. Writer Ron Friedman offers several eating tips that will allow you to improve your cognitive performance and not have wasted work hours due to sluggish, blood-sugar-driven mental stress.
- 3 Savvy Self-Promotion Examples for Professionals (SalesForce) — Connie Kadansky, President of Exceptional Sales and Performance, gives three disparate case studies of business professionals who are taking proactive steps to self-promote in their workplace. Her stories emphasize small ways to network with other sales professionals and develop strategic self-promotion that leads to better job opportunities. This is a great article for sales professionals looking to promote to management.
- Do You Know Your ABCs? How to Dramatically Improve Revenues and Profitability (Your Sales Management Guru) — In this article, author and speaker Ken Thoreson teaches sales managers how to gather information from the top tiers of current clients (in order to better target prospects and eliminate low-profit customers. He also shows how to formulate the cost per client (both acquisition and maintenance), and how to determine what the real value (profit) is over time.
- 2 Productivity Hacks: Chunk It and Map It (Michipreneuer) –-In this interview with author and business consultant Lara Galloway, she explains how chunking and mapping work can improve overall productivity. Galloway suggests completing works in chunks of between 20 minutes and two hours to help stay focused. She also talks about the need for mapping a project to see all the smaller tasks that make it up. This is a good, short article to refresh sales professionals on these two excellent time management skills.
- Project Management Apps: Which Is Best For Your Team? (Forbes) — Writer Laura Shin shares her picks for the best project management apps, which is a perfect read for sales managers looking for a better way to track customer interaction and sales activities without investing in a full Customer Relationship Management (CRM) program. She identifies her top three picks (Asana, Basecamp, and Trello) and compares them as far as ease of use, cost, and functionality.
- 6 Sales Training Programs Mistakes That Will Make Your Initiative Fail (HubSpot) — This fast read is perfect for sales managers who are considering the adoption of a new training program, or who are evaluating their current sales training. In this article, writer Norman Behar explains that most training programs fail due to lack of executive-level buy-in and support, a program that is not specifically aligned with the company or industry, and limited time to master new skills.
- How to Plant Ideas in Someone’s Mind (LifeHacker) — In honor of the upcoming Halloween holiday, LifeHacker has resurrected its “Evil Week” blog entries. In this addition, author Adam Dachis explains how to influence a person to be interested in your idea. A fun and excellent read for sales professionals, Dachis offers great advice about planting suggestions, reverse psychology, and the benefits of underselling.
- 6 Quotes on Management from Business Leaders (Inc.) — This short read is sure to keep sales managers inspired and thinking throughout the week. With quotes from business gurus like Peter Drucker, Jack Welch, and Warren Buffet, the tone is positive and motivational. For every day of the week, you can consider topics like expecting mistakes, management versus leadership, and respecting your employees.
What Do You Think?
What were your favorite business leadership and sales articles this week? Share your thoughts and links with us in the comments below.