In the 2012 Sales Performance Optimization Study conducted by CSO Insights, there is the identification of the Top Sales Effectiveness Initiatives for 2012. The Top 5 are: 1. Revising/enhancing our… read more →
Surprisingly enough, most companies do not have or require a formal Territory Planning Review. What mostly exists is a regular but informal review of a sales rep’s Pipeline/ Forecast either… read more →
In American presidential politics there is a campaign tactic often used the month before November elections known as an October Surprise. These may take the form of an international crisis,… read more →
A company with a game-changing product is in a highly competitive marketplace teeming with large and established incumbents and upstart ankle-biters. Part of the sales team is robust and upbeat;… read more →
Many companies today are making big bets on big ideas; that is, large investments to drive meaningful change and growth strategies. This strategy change could be a new product, a… read more →
There are two things I ask to look at first when I am brought in as a consultant for a sales organization. The first is the documentation of their sales… read more →
When surveyed by CSO Insights (2012 Key Trends Analysis Report) to share their Top 3 goals for their sales organizations in 2012, the top vote getters listed by sales managers… read more →
Been a busy summer traveling the globe and training enterprise sales teams in Europe, Asia Pacific and both coasts of the United States. Observing, coaching and training salespeople and sales… read more →
As we have written in previous posts, Challenger sales reps, while making up 27% of the general sales population, make up 39% of the top sales producers in organizations. Again,… read more →
We’re deep into summer, the fish are jumpin’ and the cotton is high. Like the great Gershwin lyrics, there’s an easing of sorts in life and business during the summer… read more →