Many companies, maybe even yourself, are experiencing a slow-down in sales and revenue. Some companies are thriving due to the need for their products and services during this time. Very few companies are ‘Business as Usual.’ Realities change week-by-week if not even more frequently. So, how does this affect your critical metrics in sales? What should you be measuring? How often?
Many people who are responsible for bringing in revenue for their organizations do not see themselves as salespeople. This is especially common in the professional services industries such as engineering, architecture, accounting, financial services, and law firms. We have a theory on why we think that’s the case.
When I ask this question to sales leaders, the answer that I get 98.7% of the time is "Yes, of...
RESULTS! Yes, that is ultimately what matters in sales and should always be measured. Most companies are pretty good at...
Imagine you are the coach of a basketball team. Your team is down by four points at the half. Your...
Whenever we talk to sales people about CRMs, we get various different reactions: “What a pain in the butt –...
At our Sales Leader Alliance (SLA) peer group, we’ve had a few questions recently regarding the career path for sales...
Here’s a common issue lately: CEOs contact us because they fear that they don’t have the right incentives in place...
Why do people hire personal trainers? They already know they need to eat better and exercise more, but a trainer...
Can you relate to this common sales organization predicament? Six months ago you promoted “Bob,” an outstanding sales rep who...