sales management
Why self-coaching may be the next big thing for sales departments
A few weeks ago, my workout trainer suggested that I start hanging from a bar five minutes every day - a “passive” exercise. This would straighten my spine, strengthen my grip and provide some additional health benefits. I listened with every intention of doing exactly as he suggested, but when it came down to it, I didn’t actually do it.
Should We Develop or Replace Sellers?
I’m sure we’ve all heard the Aesop Fable about the goose and the golden egg, yes? One version goes something like this: A farmer had a goose that laid a golden egg each day. The farmer got greedy, however, and tried squeezing the goose so it would lay two eggs each day...
2016 count-down: our top ten most-read articles
We’re still waiting on year-end statistics from the analytics companies to tell us how the year went for our industry on the whole, but we’re ready to announce that 2016 was a remarkable year for us.
What is your sales organisation going to do differently in 2017?
If you’re like most sales teams, 2016 was probably a blend of high spots and low spots. A subset of your sales people (often the same ones as last year) achieved their sales targets well before the end of the year. Another group got there or thereabouts, and a further group struggled.
Mind the sales gap - seven compelling reasons you need to know where yours are
In the past year, I’ve seen more and more organizations get on board with developing quality systems that genuinely support sales performance. We’ve helped organizations develop the processes and systematize behaviors that have yielded 50-80% improvements in quota attainment, increased the size of deals, and decreased waste.
B2B selling is too complex and dynamic for a formal sales process
There’s a very good reason people say that sales is an art, not a science. Considering the ever-changing complexity of the B2B sales environment, it’s reasonable to feel that a formal “scientific” sales process would only inhibit good salespeople from doing their job flexibly and well?
