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From Jennifer Gilbert's article, "Tough Sell," Alan McAnally, a sales planning specialist, speaks out in this issue of Sales and Marketing Management. He addresses ways to face the challenges of selling when one's company is struggling and undergoing difficult times. A positive attitude is a big part of the answer.
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This article, as seen in Selling Power magazine, gives Alan McAnally's 10 key tips for a professional, planned approach. It points out ways to to keep your pipeline full and tells you how to maximize your effectiveness in prospecting efforts.
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From this issue of Selling Power®, Heather Baldwin's article, "Making Contact", Alan McAnally speaks about how to keep the lines of communication open to reps on the road and how to best monitor their activities.
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Wonder where to get your new business? "Mini Wins - Big Successes." by Alan McAnally talks about how a daily commitment to success, and specifically to prospecting efforts, can give field sales people a sense of accomplishment while doing the tough job of developing new business.
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This article from Sales and Marketing Management by Jennifer Gilbert, "Stretch Goals: Any Recourse For Managers?" solicits Alan McAnally's approach to dealing with goals that appear to be unrealistic and unattainable, and the value of supporting one's position with data and facts.
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From this issue of Selling Power®, the article by Bill Kendy, "No Lone Rangers," explores Alan McAnally's views on teamwork, setting expectations and standards, and effectively managing egocentric salespeople.
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From Issues and Answers in Sales Management, this article, łAre You Spending Enough Time Developing Your Reps?˛ Discusses what could be considered a fundamental blueprint for returning to the very basics of sound sales management.
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In the June 2001 issue of Sales and Marketing Excellence, the article "Sales Planning" by Alan McAnally speaks to the need for and benefits of a formalized sales planning process by the individual sales executive.
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