By Michael Griego Along with the common misunderstanding that great salespeople are naturally born rather than nurtured, there’s a common corollary misunderstanding that great salespeople naturally become great sales managers.… read more →
There’s a necessary meeting every week that drives both sales reps and sales managers to mixed levels of anxiety and frustration. It’s the weekly Forecast and Pipeline Review meeting. This… read more →
It’s the 3rd month of the calendar year. We’re less than 90 days into 2014 and it’s already clear who’s going to have a great year. (If you’re on a… read more →
We have a saying: “Strategy is great, but execution is everything.” Now think about that. We all know companies with great products that have failed. It’s often a breakdown at… read more →
When Chief Sales Officers were interviewed and asked in 2011 what their top sales priorities were for the coming 2012 year, across the globe they said: 1. Increase Sales Effectiveness… read more →
Aberdeen Group research published in 2012, Better Sales Forecasting Through Process and Technology, highlights how top performers better deploy process and technology to achieve not only more accurate forecasts, but… read more →
We’re well into March and the pipeline pressure is building; that is, pressure from above to build the pipeline. How’s it going? How you stand now is a very strong… 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 →
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 →