The Doctor is in

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Can you benefit? 
 
If you are a sales executive?
 
Here is a set of problems or issues you may be facing:. 
  • Low productivity of salespeople
  • No visible sales or territory plans
  • Poor visibility of the sales pipeline
  • Inaccurate sales forecasts
  • Lengthening sales cycle durations
  • Poor prospect qualification
  • Too long for new salespeople to reach quota
  • Not sure of where or when to coach
  • Inconsistent, late or no status reports from the field
  • High salesperson turnover or changes
  • Too much paperwork
  • Not enough time for managing
  • Leads slipping through the cracks
 
 If several of these are causing you concern or serious concern there is perhaps a need for improved sales effectiveness.  This would indicate that you should perhaps read the Sales Process Management   and/or the Selling Skills pages.  
 
If you are a Salesperson?
 
 Here is a set of problems or issues you may be facing:. 
  • Low productivity
  • Too much paperwork
  • Not enough time for selling
  • No visible sales plan
  • Wasted efforts - poor work habits
  • Unavailablility of effective sales tools
  • Untimely follow-up
  • Poor prospect qualification
  • Poor preparation
  • Sales loses due to inattention
  • Incomplete needs analyses

 

If several of these are causing you concern or serious concern there is perhaps a need to improve your sales approach.  This would indicate that you should perhaps read my book Selling Big Ticket Items: the MASTER Method and go to the Ask the Doctor  and/or the pages.Selling Skills