sales management
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.
Four Reasons Why a Sales Process Will Never Work
Let me begin by saying that I believe in having a great sales process. At the same time, I do not believe that a sales process is going to provide any value. I have seen way too many sales teams try to anchor their entire strategy on the implementation of a sales process. And it's just stupid foolish such a colossal waste of effort. (Man, I can tell already that this is going to be a rant - sorry)
Three Ways the Vacuum Cleaner Model is Killing Inside Sales
There’s no doubt that inside sales will continue to grow and replace many traditional field sales approaches. Even complex B2B sales cycles can be completed without expensive feet on the ground, which saves companies money and, often, increases the number of sales made.
How To Cure 3 Pervasive Sales Management Ills
Are you overwhelmed by an incessant barrage of questions from your sales team? Frustrated because they aren’t doing the things you did automatically as a salesperson? Perhaps you are exhausted from hounding them about meeting their obligations.
