Win Accounts

Konrath, Jill
October 2007
Sales & Service Excellence Essentials;Oct2007, Vol. 7 Issue 10, p11
In this article, the author discusses her metaphor that helped decision-makers understand why their salespeople were struggling. The author shares her personal experience to demonstrate the failure of salespeople. She implies the reasons for the struggling condition of salespeople, including the type of environment they are working with. Moreover, the author encourages to generate more ideas and sales strategies to help sales people.


Related Articles

  • Alcohol Abuse in the Sales Force. Patton III, E.; Questell, Michael // Journal of Personal Selling & Sales Management;Nov86, Vol. 6 Issue 3, p39 

    This article focuses on the alcohol abuse in the sales force. Of all the occupations which are traditionally associated with alcohol abuse, the "drunken salesman" probably ranks a very close second to the "drunken sailor." From the hard-drinking nineteenth century anvil salesman to the twentieth...

  • Play to your strengths. York, Jim // Fleet Owner;Mar2008, Vol. 103 Issue 3, p32 

    The article discusses the significance of utilizing strengths-based approach by the trucking industry in the U.S. The author asserts that enhancing the skills and knowledge of employees play significant role in achieving enhanced performance in the workplace. He stresses that focusing on...

  • How to… get the best from average performers. Copper, Natalie // Personnel Today;4/24/2007, p33 

    The author reflects on how to create high performance from an average worker. She states that making a right working conditions with a proper attitude and belief can help in encouraging people to work harder. She believes that higher performance is always expected in managing personnel. She...

  • Editor's Note. McGrath, Debbie // Sales & Service Excellence Essentials;Oct2015, Vol. 14 Issue 10, p4 

    An introduction to the journal is presented in which the editor discusses various reports published within the issue including the cover article "Are You Creating A Culture of Dependency?" by Michelle Vazzana, "Beliefs Limiting Your Performance?" by Dave Kahle, and "Coffee Is For Closers" by...

  • Soft Sell. Lynn, Jacquelyn // Entrepreneur;Dec2000, Vol. 28 Issue 12, p100 

    Explains that solicitation in the workplace has negative effects to employers. How employees solicit; Company in Salt Lake City, Utah which have created a policy against solicitation.

  • Be willing to bend the rules when necessary.  // Sales Insider;7/22/2011, Vol. 5 Issue 116, p2 

    The article focuses on the importance for salespersons to be willing to work their way around the rules when the need arises, relating an incident in which a manager has to drop his rule of calling employees with their last names.

  • The Evolution and Implications of Human Resources Regulations and Policies: A Critical Human Factor Analysis. Adjibolosoo, Senyo // Review of Human Factor Studies;Jun2011, Vol. 17 Issue 1, p90 

    Human resources administrators want to improve the work environment to enhance employee performance. Regulatory practices to improve the work environment are based on works of scholars who spearheaded the scientific movement. Human resources law has taken center stage in dealing with workplace...

  • Monitoring your people. Dreyfack, Raymond // Plant Engineering;Dec2004, Vol. 58 Issue 12, p15 

    Illustrates the importance of monitoring people in the workplace. Recognition of employees' excuses; Argument that tracking of employees using devices would invade their "locational privacy"; Suggestion that employees be monitored by more conventional basis and cracking down on an individual basis.

  • Fire Up Your Employees. Forte, Jay // BusinessWest;9/29/2008, Vol. 25 Issue 10, p61 

    The article discusses how employers can boost the performance of employees in the business industry in Massachusetts. It highlights the importance of a change in management thinking and behavior to reactivate the performance of the workforce. It cites five steps to fire up employees which...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics