Sales Transformation. It’s a term that means different things to different people. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. In my experience, the potential […]
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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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I’ve been seeing a lot of motivational and inspirational quotes roll by in my various social streams lately. I really enjoy a lot of them and I imagine they help people. In my typical style, I also disagree with a few and find them unrealistic. I have always enjoyed and chuckled at Zig Ziglar’s well-known […]
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Given a choice between having well-designed, validated psychometric assessments as a balanced part of my selection process or not, I’d choose to have them, every time. In the now-famous words of Jim Collins, there are few things as important as getting the right people in the right seats on the bus. Educate, aka Hit the […]
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