sales management
How to Build an Effective Sales System in Layers
Top performing sales teams aren’t just teams, their training isn’t just training, and they don’t just use software. The best sales organizations are much more than a collection of parts - they’re a coordinated system made up of many smaller and interrelated systems.
What Is Systems Thinking, and Why Should You Care?
When you have a problem with someone at work - perhaps an employee or a boss - what is your process for solving it?
Are You Winning Enough?
This may seem very basic, but I’m constantly surprised by how little we address the issue of “Are we winning enough?” Of course, there are a number of ways to consider and respond to the question.
How to increase your average deal size
Increasing average deal size can be a great way to grow revenue. Larger deals can provide higher profits with lower cost of delivery. They may require less total sales team involvement per dollar. And they can help to even out peaks and valleys in your sales trends.
Is it time to stop allowing the Covid excuse?
One of the most illuminating elements of Objective Management Group’s sales evaluation methodology is the way in which it explores and exposes each salesperson’s motivations, mindset and self-limiting beliefs - their “Sales DNA”.
What is revenue operations and why should you care?
I’ve been seeing a lot of talk lately about revenue operations, also sometimes called revops, and I’ll bet you have too. The term seems to be having a moment in the spotlight. For instance, I heard that “VP of Revenue Operations” job titles have increased by 300% in 2020 and 2021.
