sales management
What to include in a win loss review process (#3/3)
“We can believe that we know where the world should go. But unless we’re in touch with our customers, our model of the world can diverge from reality. There’s no substitute for innovation, of course, but innovation is no substitute for being in touch, either.” Steve Ballmer, chief executive officer Microsoft.
How to set up a win loss review process (#2/3)
“The successful man is the one who finds out what is the matter with his business before his competitors do” said Harvey Firestone, one of the founding fathers of modern American business.
What neuroscience tells us about winning at sales: An interview with David Hoffeld
In the sales industry, we talk a lot about best practices and how to apply them inside our organizations. But what if applying best practices isn’t actually the best way to improve sales performance?
Three bad things that happened to you in 2016 and how to make 2017 better
If you’re like most sales organizations, 2016 is unlikely to go down in history as a banner year for you. We’ve seen declining effectiveness across the board for nine years running, and there have been no major shake-ups to reverse that trend.
What Makes a Great Sales Coach?
For managers, developing others' abilities is indeed critical - it's the emotional competence most frequently found among those at the top of their game. This is a person-to-person art and the effectiveness of counseling hinges on empathy, as well as the ability to focus on our own feelings and share them.
Why you will not meet your sales goals
It’s that time of year again: goal setting. We do it every fourth quarter, and every first quarter we launch into the new year with high hopes. On what basis do we place these high hopes? Certainly not on past attainment, if industry-wide statistics are to be believed.
