With all of the movement in the sales world, it is not unusual for sales leaders to move from organization to organization. Sometimes it’s moving up from being a regional leader to a vice president role or even higher. For others, it’s about moving up within one organization. But, at the end of it [...]
Sales Performance Behaviors Sales and marketing budgets will consume an average of 12% of company revenues, according to the Gartner 2016-2017 CMO Spend Survey. With that level of spending focused on promoting your company's products and services, you want to ensure that your most potent customer-facing asset, your sales team, is trained and coached on [...]
What comes to mind when you define "coach?" Some guy with a whistle, maybe a memory of someone you played for on a team, or people on the sideline directing their team to play better? Most of us have the context of the sports-type coach. But, unfortunately, this is where the pitfalls of do-it-yourself [...]
Force Multiplier: A capability that, when added to and employed by a (combat) sales force, significantly increases that force's (combat) sales potential and thus enhances the probability of successful mission accomplishment. (JP 3-05.1) – "Official definition of the United States Department of Defense military term "force multiplier." In a competitive, data-rich, knowledge-based economy, we [...]
The ugly truth is that we, as humans, lie. We do it all the time for various reasons. A study by the University of Massachusetts found that in a 60-minute conversation, most of us lie at least once! Add time pressure and self-interest to every sales situation, and you have a recipe for disaster. [...]
There's a lot of talk about how coaching makes all the difference in sales team performance. But do you really know the power of performance coaching? Most sales managers don't. The most typical scenario looks like this - the sales manager knows what numbers need to be met so he/she talks to the team [...]
In the realm of sales, the question of how to measure performance is a ubiquitous one. When posed to our clients, the responses we receive often revolve around outcome-based control system measurements such as meeting revenue and profit goals, as well as acquiring new customers. These metrics, while important, represent a traditional approach that [...]
