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How a Sales team can solve resource problems?Dear Readers of Sales Power,I am pleased to get the opportunity to write to you via this new Magazine my view of the salesworld. These thoughts all are based on real examples within the industry. Over the last 20 years Iwas establishing and using sales processes in operational life as a Sales Director, since 2003 weare helping our clients to capitalize on our experience and get the best out of sales teams interms of efficiency, productivity and profitability...

How to set up critical Key Account Support Teams?Dear readers of November’s issue of Sales Power,I am pleased to get the opportunity to write to you again via this new Magazine my view of thesales world. You might have read my last Editorial here and know that these thoughts all arebased on real examples within the industry. Over the last 20 years I was establishing and usingsales processes in operational life as a Sales Director, since 2003 we are helping our clients tocapitalize on our experience and get the best out of sales teams in terms of efficiency,productivity and profitability.

The Do’s and Don’ts of Key Account Managers and their Team Members?Dear readers of the first 2008 issue of Sales Power,In last edition I was talking about the structure and set up of Key Account Teams. You mightremember that the Key Account itself defines the set up of our internal Key Account Team, notour internal structure and resource plan.When having such a team in place, it is the right time to talk about what these people are doingin their role as a team player. What are the Do’s and the DON’Ts of the team players. Whatmakes the difference to the less successful Key Account Teams?

The truth about strength and weaknesses of competitionDear readers of the fourth issue of Sales Power,I hope you had a kick start into your new business year and are closing off the first quarter successfully.It all depends, however, on your position versus your competition. Are you gaining or losing market shareversus competition? And this is what we want to talk about today. Competition.

Middle of the year – time to change targets and objectives?Dear readers of the fifth issue of Sales Power,Unbelievable, but it is middle of the year again and we all get closer to the reality of the annual figureswe have set late last year as our business projection for this year.Can / should / must we change our targets and objectives if we see that the gap cannot be closed anylonger until year end?