Unclear Strategic Direction – An organization has a solid strategy that is not being executed. Why? The sales manager and/or...
Sometimes we all need to channel our inner Joan Rivers and have one of those “Can We Talk?” conversations. While...
For those who don’t know, there is a phenomenon here in Minnesota that is known as “Minnesota Nice”. It refers...
At our Sales Leader Alliance (SLA) peer group, we’ve had a few questions recently regarding the career path for sales...
Securing sales comes down to persuading the customer to choose your solution over your competitors. Not only do you have to convince the customer that your company and products are different, but you also have to convince them that the difference is worth paying for. Here are a few ways to make your product and services stand out.
Mike and Gary Braun aim to help small and midsize companies sell more through sales management consulting firm Pivotal Advisors....
One of the most common questions we hear is, “What’s the best way to manage sales people?” The dilemma is...
Many CEOs fear that they don’t have the right incentives in place for growth. There are two scenarios we often see; A) the salespeople have built a nice book of customers and are busy managing that base. Their salespeople are content with their compensation, so they spend very little time doing the hard work necessary to bring in new business. Or B) The salesforce is so focused on getting new business that there’s an alarming rate of attrition among the existing clients because no one is paying proper attention to them. Here is how to create a commission structure that will drive growth.
Do you need a way to accelerate improvements within your sales organization? What about scheduling more meetings? (Politely holds ears while you grumble.) Please hear me out, because I’ve got a solution that will result in better use of your time and will help you focus on more tactful strategies. It is called a Sales Operating System (SOS). No not the universal code for extreme distress, rather a way to improve your overall sales performance and to save you from your own sales anguish.
Why do people hire personal trainers? They already know they need to eat better and exercise more, but a trainer...