Tag Archives for " transforming sales results "

Elevating Sales Performance: 6 Simple Tweaks for Big Impact

Introduction I’ve published newsletters and blog posts recently about overhauls and full-fledged transformations, but today, I want to talk about some minor tweaks that can deliver significant improvements in sales force performance. So, in this article, I’ll explore fostering a relentlessly customer-centric culture, refining your ICP and optimizing territories, sharpening sales messaging, deepening discovery skills, […]

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Unleashing Growth: Overcoming 7 Common Barriers to Sales Transformation

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. However, achieving the highest levels of growth remains a challenge […]

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There are Limits to What Sales Enablement Can Fix

There are limits to what sales enablement can fix

Senior sales leaders and C-suite execs, this one’s for you. Pay attention. This is free consulting. Background & Context Enablement is Booming In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. According to Paul Krajewski’s blog, where he tracks the profession, there were 15,000 […]

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How to Resize and Retool Your Sales Force

How to Resize and Retool Your Sales Force the Right Way

This is a post I never wanted to write. I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. Unfortunately, many company executives still needed […]

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The Sliding Scale of Sales Transformation

The Sliding Scale of Sales Transformation Cover

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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How to Develop a Sales Enablement Plan That Delivers Results

How to Develop a Sales Enablement Plan That Delivers Results

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. At a minimum, these leaders must tackle quota setting, territory optimization, account assignments, […]

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What’s Your Strategy for Sales Talent Development? Part 2

Whats Your Strategy for Sales Talent Development Part 2

In the first post in this series, I defined Learning, Training, Development, and Education. Learning: Learning is the act of acquiring new knowledge and skills. Training: Training is job-related learning about what, why, and how (and maybe when and where) to do something (or multiple things), to be successful in a specific role. Development: Development […]

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Sales Enablers: Have you OD’d yet? You Should!

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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