When it comes to sales productivity, sales coaching certainly comes into play and is crucial for a successful sales organization. If you’re going to make adjustments, the team has to… read more →
Getting close to mid-year (non-calendar fiscal year excepted, of course). Should be pretty clear now whether you’re hitting the number, over-achieving, or missing the mark. Go heads down, all out… read more →
CSO Insight’s recent Sales Optimization Report reveals that when rating their “Ability to Accurately Forecast Business,” 46% of salespeople rate Needs Improvement. This is down from 60% five years ago,… read more →
Mention sales systems and one typically thinks of IT, CRM and/or processes. Mention sales leadership and one may think of strong, effective salesmanship and/or heroic management overseeing the sales troops… read more →
Saw an interesting article recently about the role that CEOs should play relative to sales deals. Essentially, it emphasized that top executives should stay focused on forging company strategy, setting… read more →