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?
What exactly is a complex sale? We all use that phrase, and most of us think we understand what it means… but how do we actually define it? Everyone has an opinion, but it’s tough to agree on a single definition.
