sales management
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.
Do you know why your sales team can’t gain traction?
Across the industry, sales organizations have been losing ground for almost a decade. Quota attainment is down, win rates are down, and turnover is up. Sales leaders complain that they just can’t seem to get ahead. A changing sales environment is partly to blame, as is the shifting role of technology in sales.
The six signs of ineffective sales management
The consequences of ineffective sales management can be costly – and cause a ripple effect of inefficiency throughout your organisation. Here are six warning signs to look out for:
How this one old problem degrades your pipeline
When we first meet, almost no sales director I talk to is thrilled with the quality of their sales pipeline. They may have a few superstar salespeople who are bringing home the bacon, but it’s rare that they have good visibility into when that will happen or where. Even rarer is the organization that can accurately measure KPIs related to pipeline quality across their organization.
