There is strong competition between employers for qualified sales managers. This trend should continue as the U.S. Bureau of Labor Statistics predicts that there will be a 4% increase in sales management jobs and more sales managers are retiring. This leaves business owners with the options of hiring from the outside or promoting from within […]
The following quote is attributed to Albert Einstein: “Insanity is doing the same thing over and over and expecting different results.” Have you provided training to your salespeople over and over, yet they don’t seem to get different results? Everyone attends the training and is attentive and engaged. They depart feeling energized and ready to […]
You’ve heard it from your salespeople time after time. “I was hired to sell. My time is limited. I can’t possibly keep the CRM up to date, too.” This scenario brings to mind the words of Abraham Lincoln: “Give me six hours to chop down a tree and I will spend the first four sharpening […]
Large sales opportunities are often referred to as “whales” due to their size. They can have a significant impact on your revenue, but they can drain a considerable amount of time and energy while being pursued (just ask Captain Ahab). And if you don’t win the business, you not only have nothing to show for […]
Getting from point A to point B has become easy with GPS, the Global Positioning System. There really is no reason to get lost. Even before this technology, if you are old enough to remember, we had paper maps to guide us. And, before that, our predecessors had the sun and the stars for navigation. […]
“If you don’t know where you are going you might end up someplace else.” – Yogi Berra Yogi certainly had a way with words, but his success spoke for itself. He appeared in 21 World Series as a player, coach, and manager from 1946-85. He won 10 World Series rings as a player with the […]
If your salespeople are making cold calls, they will secure a meeting with a prospect 1% to 3% of the time. While cold calls may be an essential part of their prospecting activity, this is a low return on their time (and your investment). On the other hand, making “warm” calls results in securing prospect […]
Imagine that your salespeople are consistently achieving every goal you have set for them. They prospect effectively and always have calendars full of appointments with decision makers in well-qualified accounts that meet your perfect prospect profile. They conduct efficient sales processes that result in exceptional win rates and meet or exceed the sales plans that […]
Search the internet for the top reasons for small business failures, and “wearing too many hats” appears on just about every list. You started your business with an abundance of vision and passion and some capital, but LIMITED TIME still holds you back. What should consume your time? What should you delegate? Growing revenue is […]
The Ohio Small Business Development Center (SBDC) at Youngstown State University is partnering with Keylan Management Group to offer a workshop to address topics essential for success in sales. For over thirty years, the Ohio SBDC at YSU has accelerated business growth, helped to create jobs and contributed to the economy by providing consulting and training to existing […]
Keylan Management Group provides a consultative sales process where we listen attentively, understand your requirements, and create tailored solutions aligned with your objectives.
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