How to kill your sales organization with bad assumptions
Every great salesperson knows that a bad assumption can kill a deal. Assume that the buyer understands the cost of not acting. Assume that the buyer understands the benefits of your offering. Assume that they know where to find the budget for your solution. Assume that there's one primary decision-maker.
3 sources of commercial inefficiency related to the sales process
In manufacturing companies, production departments are generally efficient and effective. Unfortunately, most sales departments are not.
Why you can't buy sales training and consulting like you used to
Sales training is important to a high-performing team, and there have never been as many options as there are today. Online training, in-person workshops, blended learning, off-the-shelf, customized, training with consulting, consulting with training.
More coaching, even poor coaching, is better than none
I cannot stress enough the importance of sales manager coaching and doing it a bunch. I have stats to back me up. Check out this data curated by Objective Management Group on about 5,500 managers and their teams.
Are sales leaders wrong to focus on changing behaviors?
In the sales effectiveness world, we talk a lot about changing behaviors. Are your salespeople engaging in the right behaviors to get the right outcome? Do their behaviors match up with best practices? Are they aligning well with buyers? How can they change their behaviors to get better results?
Prisoners of our own experience
Recently, I had separate discussions with two very good sales executives. Each was taking a very strong position on particular aspects of selling. As the discussions progressed, I could see their perspectives were limited by their experience.
