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		<title>Changing The Sales Environment</title>
		<link>http://salesmanagementacademy.net/tsm/strategy/changing-the-sales-environment/</link>
		<comments>http://salesmanagementacademy.net/tsm/strategy/changing-the-sales-environment/#comments</comments>
		<pubDate>Thu, 03 Nov 2011 19:05:16 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Strategy]]></category>

		<guid isPermaLink="false">http://salesmanagementacademy.net/tsm/?p=4019</guid>
		<description><![CDATA[Keeping in pace with changing business trends is vital. Sales-focused firms have a duty to keep their sales personnel on-trend too. Offering sales training programs and sales management courses are one way for employers to concentrate on forthcoming changes in the business climate. Because of shifting technologies and total innovations in the business world; sales [...]]]></description>
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		<title>Metrics Used to Evaluate Your Sales Results</title>
		<link>http://salesmanagementacademy.net/tsm/cost-of-sales/metics-used-to-evaluate-your-sales-reults/</link>
		<comments>http://salesmanagementacademy.net/tsm/cost-of-sales/metics-used-to-evaluate-your-sales-reults/#comments</comments>
		<pubDate>Mon, 28 Mar 2011 14:25:12 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Cost of Sales]]></category>
		<category><![CDATA[Strategy]]></category>
		<category><![CDATA[LinkedIn]]></category>

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		<description><![CDATA[Many owners believe that sales is the easiest group to measure in their entire organization. Top line revenue does accurately reflect the result of your sales team. The dilemma for an owner is that if sales are off from Q1 to Q2 that revenue metric only tells you where you are not WHAT you can [...]]]></description>
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		<title>Selling to Purchasing Departments</title>
		<link>http://salesmanagementacademy.net/tsm/strategy/selling-to-purchasing-departments/</link>
		<comments>http://salesmanagementacademy.net/tsm/strategy/selling-to-purchasing-departments/#comments</comments>
		<pubDate>Sun, 20 Mar 2011 04:58:47 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Strategy]]></category>
		<category><![CDATA[Training Sales Teams]]></category>

		<guid isPermaLink="false">http://salesmanagementacademy.net/tsm/?p=2173</guid>
		<description><![CDATA[One of the most difficult parts of a salesperson&#8217;s job is dealing with purchasing departments.  Whether you are a new salesperson or a seasoned veteran, you likely will agree that dealing with a purchasing department can create a tremendous amount of stress for a salesperson.  Unless you are truly unprepared, there&#8217;s no reason for anyone [...]]]></description>
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		<title>How Much Product Knowledge is Enough? (Part 2)</title>
		<link>http://salesmanagementacademy.net/tsm/cost-of-sales/how-much-product-knowledge-is-enough-part-2/</link>
		<comments>http://salesmanagementacademy.net/tsm/cost-of-sales/how-much-product-knowledge-is-enough-part-2/#comments</comments>
		<pubDate>Thu, 10 Mar 2011 04:00:52 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Cost of Sales]]></category>
		<category><![CDATA[Selection]]></category>
		<category><![CDATA[LinkedIn]]></category>

		<guid isPermaLink="false">http://tsm.intergisticsolutions.com/wordpress/?p=49</guid>
		<description><![CDATA[In Part 1 of this post, we looked at why sales people want product knowledge and the factors that make this such a complex decision.   In this post, we will discuss why making a firm decision about this can affect you as a sales leader. The first place to look is the recruiting and [...]]]></description>
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		<title>How Much Product Knowledge Is Enough?</title>
		<link>http://salesmanagementacademy.net/tsm/product-knowledge/how-much-product-knowledge-is-enough/</link>
		<comments>http://salesmanagementacademy.net/tsm/product-knowledge/how-much-product-knowledge-is-enough/#comments</comments>
		<pubDate>Thu, 03 Mar 2011 04:20:07 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Product Knowledge]]></category>
		<category><![CDATA[Selection]]></category>
		<category><![CDATA[Strategy]]></category>
		<category><![CDATA[LinkedIn]]></category>

		<guid isPermaLink="false">http://tsm.intergisticsolutions.com/wordpress/?p=39</guid>
		<description><![CDATA[As a sales leader, I believe this may be one of the single most difficult questions to answer.  And getting the answer right for your organization can be crucial because it can dramatically impact many things, including the recruiting and selection process, the amount of time it takes to &#8220;on-board&#8221; the sales person, and how [...]]]></description>
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		<title>Leadership Secrets For Your Sales Team To Get Through The Down Market</title>
		<link>http://salesmanagementacademy.net/tsm/accountability/leadership-secrets-for-your-sales-team-to-get-through-the-down-market/</link>
		<comments>http://salesmanagementacademy.net/tsm/accountability/leadership-secrets-for-your-sales-team-to-get-through-the-down-market/#comments</comments>
		<pubDate>Tue, 21 Jul 2009 22:33:05 +0000</pubDate>
		<dc:creator>rbalius</dc:creator>
				<category><![CDATA[Accountability]]></category>
		<category><![CDATA[Coaching]]></category>
		<category><![CDATA[Leadership]]></category>
		<category><![CDATA[Managing Time]]></category>
		<category><![CDATA[LinkedIn]]></category>

		<guid isPermaLink="false">http://salesmanagementacademy.net/tsm/?p=743</guid>
		<description><![CDATA[I think that Ellisa has this mostly right.  There have been moments in time when sales did not seem like such a contact sport.  This is not one of those periods.   As she points out, much of the content would speak to any leadership role.  Leadership skills are becoming more important for almost any sales [...]]]></description>
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		<title>Sales Force Management &amp; Leadership: Increase Profitability By Understanding your Sales Team</title>
		<link>http://salesmanagementacademy.net/tsm/accountability/sales-force-management-leadership-increase-profitability-by-understanding-your-sales-team/</link>
		<comments>http://salesmanagementacademy.net/tsm/accountability/sales-force-management-leadership-increase-profitability-by-understanding-your-sales-team/#comments</comments>
		<pubDate>Fri, 24 Apr 2009 03:25:01 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Accountability]]></category>
		<category><![CDATA[Strategy]]></category>
		<category><![CDATA[Training Sales Teams]]></category>
		<category><![CDATA[LinkedIn]]></category>

		<guid isPermaLink="false">http://salesmanagementacademy.net/tsm/?p=264</guid>
		<description><![CDATA[I am sharing this article with you because I believe that Chuck has it right.  There is a great deal of leverage in how and where you spend you the limited coaching and development time as a sales leader.  Each type of sales person below requires a different time and intensity commitment in your coaching.  [...]]]></description>
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