CHRISTMAS…not so important?

Christmas gets lots of attention. There’s no denying that it’s an important sales season. But how important is it really?   

Many say that retailers lose money all year and need Christmas to turn a profit. Have a bad Christmas season and you have a losing year…but is that really true?

We’ll take a look at retail sales…and maybe we’ll discover that our focus on Christmas overlooks the most important selling opportunities we really do have.

 Click to read on...

WHY SALES REPS DON'T WRITE MANY ORDERS

As a sales manger, one of the most common complaints I hear from business owners is that their sales reps aren’t out writing enough orders.

On the other hand, the sales people often say the economy is bad and stores just aren’t buying (that’s not really the case as we discussed here ).

Both viewpoints  are really missing the big picture.  The reality is that after the trade show there are simply too many reps, vendors and product chasing too little opportunity.

Another way to put it is that supply exceeds demand.

Click to read why…