I recently trained a Confectionery Company’s national sales team. I also recently trained a well-known Winery’s national sales team. Plus I recently trained a high-growth Enterprise Software Company’s international sales… read more →
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 →
There’s a rekindled debate going on about a tired topic: sales process. With new emphasis on the buying process and alignment and technologies driving process and sales enablement, the whole… read more →
It’s been going on for some time now. The evolution of sales teams toward a more granular segmentation of selling units. What started out naturally is now a fast-moving phenomenon… 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 →
Having already conducted multiple company Sales Kickoff Events this month, the 2014 trend is becoming clear: Reps are getting better, yet it’s getting harder to sell. It’s like climbing a… read more →
If you don’t have it forecasted by now, then it’s not going to materialize and close in the next few weeks. The writing’s on the wall, so to speak, when… read more →
In the past year there was a 13% increase in the average annual investment per salesperson. So says the CSO Insights research study – 2013 Sales Performance Optimization Sales Process… read more →
Taking care of customers goes hand in hand with sales revenue production. And yes, it’s also all about revenue. The best way to keep your job as a salesperson or… read more →