Transform Your Sales Results with a Systems Approach – Part 5: Sales Management
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 […]
Continue readingTransform Your Sales Results with a Systems Approach – Part 1 (Overview)
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 […]
Continue readingSales Enablers: For Best Results, Focus on Sales Force Performance (not Sales Reps)
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 […]
Continue readingCraft a Practical & Powerful Sales Value Proposition
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 […]
Continue readingThe Simple Truths About Selling
It is a riddle, wrapped in a mystery, inside an enigma; but perhaps there is a key. ~ Winston Churchill. Complex B2B selling is not easy, but it is a lot simpler than some want you to believe. I think it makes sense to step back sometimes, and take a look at things through […]
Continue readingHow to Align the Sales Performance Ecosystem to your Customer Lifecycle
I enjoy writing about what I call the Sales Performance Ecosystem. I’ve written about it multiple times and have approached it from multiple angles. Aligning (the right) elements (at the right time) across the ecosystem is one of the quickest ways to radically improve your organization’s sales performance. Since many of the elements intertwine and should […]
Continue readingFor Better Sales Coaching Results: RAM Your Reps!
Here is quick-hit post on sales coaching. Some Background There are multiple forms of coaching. I’ve often categorized them this way… directive coaching developmental coaching behavioral coaching personal effectiveness coaching (life coaching/executive coaching) … but I also don’t believe these distinctions are cut and dried. There is overlap and a great coach pulls out the […]
Continue readingStop Wasting Money on Sales Training
If I hear, “Sales training doesn’t work” one more time, I think I’ll scream. If done well, sales training works fine, for what it’s designed to do. This may spark a semantics debate, especially with my friends in the sales consulting space and others with a performance-orientation, but to me, training – in and of itself […]
Continue readingThe Path to Sales Growth through Customer Focus – Part 3
This post continues the previous discussions of enabling sales growth through customer focus. In my opinion, the journey toward sales growth starts and ends with our customers, so I’m not sure why our customers aren’t always the foundation of our sales processes, methodologies, and messaging, but I can testify that many companies still need improvement […]
Continue readingThe Path to Sales Growth through Customer Focus – Part 2
This post continues the previous discussion of enabling sales growth through customer focus. “The journey toward sales growth starts and ends with our customers.” – Mike Kunkle Customer Focus Framework for Sales Growth In part 1 of this series, I shared my Customer Focus Framework for Sales Growth. The five pillars of this framework include: […]
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