sales management
Would you prefer your sales people to be heroes or pragmatists?
What I have to say probably won’t go down particularly well with a sector of the sales improvement community whose primary purpose seems to be to convert every sales person into a superhuman hero capable of leaping customer objections in a single bound.
4 mistakes that lead to an ineffective sales process
All too often salespeople are told that in order to achieve their sales targets they need to network and build relationships, assist potential clients with decision making, or confirm joint commitments.
(Re)Defining Sales Fundamentals
When I say “sales fundamentals,” what do you think of first?
Is it a sales process? Is it a CRM? Is it objection handling (or other similar skills)?
Are those new hires you just fired actually revenue gold?
I’ve long had a hunch that sales departments were throwing away perfectly good salespeople on a regular basis, but until recently I didn’t have the data to support my belief or to quantify how much it was costing organizations to operate that way.
Sales Management is Always Responsible - or are They?
I can't think of a single scenario where we can't blame sales management for poor sales performance...
What is a complex sale?
We all talk about complex sales, but how do we define it? After asking around, I discovered that everyone has an opinion, but nobody really agrees on a definition.
