Timid sellers produce timid results. That’s on sales bosses. Warning: I’m going to use a sports analogy. While I’m generally leery of comparing selling to sports. I make an exception for soccer. The fluidity and ambiguity for how the game unfolds is a lot like...
As a sales manager, you have a singularly tough job, for which you’ve received minimal training and support. I get it. I’ve been there myself. However… You have to make a choice. What type of manager do you want to be? You can be a sales leader. Or you can be a...
Hiring a new salesperson is like buying a shiny new gadget. When you buy a new product you want to be excited about your purchase. But you also spend a lot of time and energy trying to convince yourself that you aren’t making a mistake. The reason people have a...
A sales manager at the helm of a sales team has the responsibility not only to manage the definition and implementation of effective sales processes but must also provide the leadership and coaching his or her sales team requires to effectively utilize the sales...
When you are prospecting for new leads are you looking for prospects that want to buy a product or service that is like yours? Or, are you searching for prospects that need exactly what you have to sell?
Why are your sales so slow? I’m not referring to your order rate. I am talking about the activities and processes that have to be happening in Zero-Time in order for you to achieve your sales goals. One thing leads to another and if you are running in place in February, you’ll be running to catch up by March and hopelessly behind by […]
Is it time to stop relying on quota achievement as a measure of sales productivity? Annual research findings from CSO Insights have documented a steady year over year erosion in the percentage of B2B sales reps that attain quota. If less than 50% of sales reps are...