“Always be closing… That doesn’t mean you’re always closing the deal, but it does mean that you need to be always closing on the next step in the process.” – Shane Gibson This is probably obvious, but before you panic from thinking that I’ve suddenly become an ABC fan and am sitting in a Cadillac with […]
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The War on… Sales Productivity? Based on the sales research results I see (much of which is based on survey results from folks like you), I know it must seem that our efforts to increase sales productivity (which I define as “revenue per salesperson” over a given time period) or sales velocity, are as challenging […]
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Sales training can be part of a well-designed solution set that radically improves sales performance. It can also be a tremendous waste of time, energy, and money. To get results, you need to implement sales training within the framework of an Sales Learning System, which I’ve written about previously. In this post, I’ll offer […]
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In Part 1 of this series, I shared my belief that the solution to many of our current sales problems, and a viable vehicle for radically transforming your sales results, is a Systems Approach to Sales. The four systems I recommend as a starting point are: In Part 2 of the series, I highlighted the Sales Selection System. In Part 3 […]
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In Part 1 of this series, I shared that the solution to our current sales problems and the vehicle for transforming your sales results is a Systems Approach to Sales. The four systems I cited are: Sales Selection System Sales Readiness System (formerly Sales Support) Sales Training System (formerly Sales Learning) Sales Management System In Part 2 of […]
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In Part 1 of this series, I shared that the solution to our current sales problems and the vehicle for transforming your sales results is a Systems Approach to Sales. The four systems I cited are: In Part 2 of the series, I highlighted the Sales Selection System. In this Part 3 post, I […]
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In part 1 of this series, I wrote about the challenges we face in the sales profession and shared my opinion that… …the solution to our current sales problems – and the vehicle for transforming your sales results – is a Systems Approach to Sales. There are many sales systems, but the four I prioritize […]
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It Ain’t Easy, Making Green With apologies to Jim Henson and Kermit the Frog for that header, and apologies to you for the poor attempt at humor, I think we can agree that the road to sales performance improvement is a noble yet challenging path. If you work in sales leadership or a sales performance […]
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Have you reviewed sales enablement job descriptions lately? As members of the burgeoning Sales Enablement Society or the Sales Enablement Community of ATD (and almost anyone close to the Sales Enablement market) will tell you, “sales enablement” means different things to different people, and is being executed differently in different organizations. This certainly is apparent in […]
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Reality Check Stop and think for a moment about the difference between the average high school theater production and an Oscar-winning movie. Got that in your head? Now, do the same with the average high school orchestra and the Chicago Symphony Orchestra (the “other” CSO). Clear? Now, do the same comparison for the average telemarketing […]
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