sales management
Is Your Sales Process All About You?
While conducting a sales process assessment, I listened with surprise while a sales rep told me that he often sends out proposals to customers who aren’t ready for them yet. When asked why, the rep replied...
Move over big data… here comes small data
Although sales performance has been struggling for several years, in some ways sales organizations seem to be on the cusp of a renaissance, thanks to the availability of new predictive tools and automation that promise to re-energize sales by massively improving efficiency.
Salespeople Continue to Suck at Selling? How Leaders Can Bust the Statistics and Win
Recent research findings about consultative selling skills have me stumped. Dave Kurlan, founder of Objective Management Group, (a different OMG acronym you may not have heard of) reports that the average consultative seller competency has not improved much over the last four years
The #1 Success Myth That’s Wrecking Your Sales Organization
Talent. Ambition. Hustle. Hard work. These key attributes are among the top qualities that leaders usually look for when hiring salespeople. They want someone who’s really hungry for it, has that competitive gene and they believe them to be motivated by external factors, such as money and public praise.
Does Your View Of Value Limit You And Your Customers?
Value is one of those $25 words everyone talks about. We all want to talk about our value and value propositions. But we have huge variations in the way we interpret value and the way our customers interpret value.
Ten Keys to Achieving This Year’s Top Sales Priorities
The RAIN Group Center for Sales Research has released a sales performance study featuring interviews with 472 sales executives, and the results are illuminating. Among other things, the study asked participants, who represent companies with sales forces ranging from 10 to 5,000-plus sellers, to rank their priorities for 2016.
