sales management
The Dance Between Strategy and Sales Execution
Many companies are going through their annual planning process. As the business unit head, you and your team have put in hundreds of hours building your marketing plans, analyzing trends, developing key tactics and building and revising slide decks.
How to set sales goals your team will actually achieve
Imagine what your organization would look like if every salesperson on the team consistently attained their sales goals. For many organizations, for which even a 60% goal attainment would be an improvement over current performance, it can feel like an impossible dream.
Today, Selling is Neither an Art or a Science - It is Both
The dichotomy facing sales leaders today is how they reconcile the fact that most corporations provide less upfront training for their sales staff than in years past, yet attach increasing importance to staff development.
Where is Your Sales Manager?
I sympathize with first-line sales managers, because I have always felt that their job is one of the hardest. They are accountable for a number, have to manage up and down within their own organization, and have to know their customers as well or better than they know themselves.
Is it Time to Systematize Your Sales Process?
Sales is the department that drives all the others. Without revenue, there is nothing to ship, install or invoice. So why is it that this important department often is the last one to be systematized?
