sales management
How to create an anti-sales culture on your team
Have you heard the story about the new sales director, whose predecessor handed him three envelopes on the first day of the job?
Sales enablement technology - good or bad?
Technology is great when it’s used effectively for the right reasons. But far too often sales enablement technology simply allows us to do harmful and ineffective things quicker and in greater volume.
You made your Hydra, here's how to unmake it
You know this scenario. You wanted to enable your sales team, so you purchased a CRM from a trusted vendor that promised you everything.
Four components to optimize your sales organization
A while back, I gave a presentation at the ESA Leadership Summit on ways to optimize a sales organization. The four components and main points I discussed are applicable to sales organizations in every kind of industry, so I want to share them.
If you don’t understand it how can you manage it?
Even companies that enjoy the luxury of clearly superior products, realise that those products will not sell themselves.
Why sales coaching needs to get closer to the individual
Have you heard the phrase, “Never in the history of calming down, has anyone ever actually calmed down, by being told to calm down”?
