Zales on Sales Q&A

28 04, 2016

How Much Pressure Should You Put On Your Sales Team?

2016-11-01T08:41:43+00:00 Zales on Sales Q&A|

Q: How can I help my sales people make the numbers without over-pressuring them? A:  When you always pressure sales people to produce results and make the numbers, they, in turn, will pressure their customers. Your customers can feel like they are being forced to buy or have to make a decision faster than they like, resulting is lost sales, credibility and if it persists you may lose the relationship altogether. So, this hard focus on sales may cost you in the long run. I am not suggesting that you don't demand high standards of performance, quite the opposite. However, you have to use the right kind of pressure...

4 04, 2016

Q: What Do “Trigger Events” Have To Do With Increasing Sales?

2016-11-01T08:42:44+00:00 Zales on Sales Q&A|

A:  Trigger events are external or internal occurrences or incidents that affect your buyers in ways that can give you new selling opportunities. Things such as mergers and acquisitions, product recalls, regulatory issues, new executive hires, new technology, competitors launch new product etc… are all trigger events. The impact of these events can flow through your customer’s business, create new priorities and the need for new decisions that may require what you are selling. You can leverage triggering events by being alert to