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  • About
    • Sales Performance Factors
    • FAQs
  • Services
    • Sales Leadership Development
    • Sales Management System
    • Fractional Sales Management
    • Sales Recovery Program
  • Events
  • Resources
    • Blog
    • Videos
    • Guides
    • Tools

Measurement

What to Measure in Challenging Times

What to Measure in Challenging Times

Apr 1, 2020

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?

How Can You Change Mindset in Sales?

How Can You Change Mindset in Sales?

Nov 14, 2019

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.

Are You a Good Sales Leader? How do You Know?

Are You a Good Sales Leader? How do You Know?

Sep 25, 2018

When I ask this question to sales leaders, the answer that I get 98.7% of the time is "Yes, of...

Measuring What Matters in Sales

Measuring What Matters in Sales

Mar 28, 2018

RESULTS!  Yes, that is ultimately what matters in sales and should always be measured.  Most companies are pretty good at...

Sales Managers – Are you watching the scoreboard or watching the game?

Sales Managers – Are you watching the scoreboard or watching the game?

Jul 24, 2017

Imagine you are the coach of a basketball team.  Your team is down by four points at the half.  Your...

Making CRMs Valuable for the Sales Person – not just Management

Making CRMs Valuable for the Sales Person – not just Management

Jun 1, 2017

Whenever we talk to sales people about CRMs, we get various different reactions: “What a pain in the butt –...

Career Coaching for the Sales Team

Mar 31, 2014

At our Sales Leader Alliance (SLA) peer group, we’ve had a few questions recently regarding the career path for sales...

Sales commission structures that drive growth

Oct 22, 2013

Here’s a common issue lately: CEOs contact us because they fear that they don’t have the right incentives in place...

How fit is your sales team?

Mar 1, 2013

Why do people hire personal trainers? They already know they need to eat better and exercise more, but a trainer...

Bob Is a Great Sales Rep. Too Bad His Title Is Sales Manager!

Jan 24, 2010

Can you relate to this common sales organization predicament? Six months ago you promoted “Bob,” an outstanding sales rep who...

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