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 Article Directory   Author   Virden Thornton
 

Virden Thornton  RSS Feed

Published Articles:9
Total Article Views:3,056 (unique visitors)
Total Article Rank:2.33 /5 (3 Ratings)



Virden J. Thornton is the founder and president of Sales Success Strategies, a sales and sales management coaching firms specializing in helping individ ual sales and service industry professionals to produce more business by closing more sales Clients include Sears Optical, Eastman Kodak, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden has published two Best Sellers on selling.

(United States)Author

Virden Thornton's Articles

Articles by: Virden Thornton

Recent Articles

The "You Can Motivate Your Sales Staff" Myth

In my first management course at the City College of New York over 30 years ago, I learned an important truth-you can't motivate anyone except yourself. As a manager, all you can do is “create ..
(April 11, 2008)
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  • Currently 1.00/5
 | Business/Sales-Management | Visitors: 424

The "Being Efficient" Myth

Although successful selling requires a level of efficiency to put each staff member in front of as many decision-makers as possible in the shortest period of time, being efficient in sales is not ..
(April 11, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 286

The "Staff Competition Increases Sales" Myth

Many books have been written using sports scenarios as analogies to teach important selling principles. One critical component that must be factored into the sports arena is the element of ..
(April 11, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 336

The "Dress Down Friday" Myth

To be politically correct today, many organizations have set Friday's apart for their staff to dress down. For selling and service industry professionals, this is a major mistake on the part of ..
(April 11, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 455

The "Cold Call Presentations" Myth

Sales professionals, new to selling or business development, might view the opportunity to make a presentation on the spot as a positive event, especially when they learn how hard it is to set a ..
(April 11, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 309

The "Use Seasoned Sales Professionals As Trainers" Myth

In some selling organizations, if formal sales training exists at all, it is often performed by seasoned sales representatives or top performers on the staff. Big mistake! Using your seasoned sales ..
(April 11, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 334

The "Never Play Favorites" Myth

Many year's ago, while training at a branch of Dean Whitter (now Morgan Stanley), I learned an important management truth. The branch manager at this office was mandated by corporate to spend a ..
(April 11, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 313

The "100% Commissions Motivate" Myth

There's a good reason why over 97 percent of progressive companies and service industry firms that I've consulted, use a form of a “hungry base plus commission" compensation plan for their ..
(April 11, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 304

The "Video Role Playing Is Counterproductive" Myth

Many sales managers and trainers feel that video role playing sales presentations and prospecting methods is just too stressful for their sales representatives to be an effective training tool. On ..
(April 14, 2008)
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  • Currently 3.00/5
 | Business/Sales-Management | Visitors: 295











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