sales management
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.
Why set up a win loss review process? (#1/3)
“I’m sorry but we’ve decided to go with Company X, instead of you. Thanks for all your hard work”. As a sales professional, hearing this statement from a prospective client can be a bitter pill to swallow, particularly after a long and complex sales cycle.
How to stop the sales department hire and fire cycle
Early in my career as an entrepreneur, I struggled to improve performance on my sales teams. Like many people responsible for sales teams, I hired and fired repeatedly, looking for the rock star performers who could make the organization succeed.
Why You Should Stop Tracking Win Rates (And What To Track Instead)
Traditionally, after gross revenue, tracking win rates is one of the most widely measured metrics in sales. Many studies and research projects focus on tracking win rates as a key performance indicator, and the prevailing vision is "the higher, the better." And any of my clients routinely track win rates, too.
When Less Is More!
We have a complexity crisis in our organizations. There is no place where it hits harder than in the sales organization.
