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Industry
Strategy
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Stop the Sales Project Du Jour

I sat across from a recently promoted Sales Leader. His predecessor had missed the previous three quarters. The CEO wanted somebody new who could “Move the Needle.”This new SVP, a former manager, was a recognized “A” Player. Despite the overall...

Why Following The Competition Will Lead You Astray

A salesman and an economist are walking down the sidewalk. All of a sudden, the salesman looks down and sees a twenty dollar bill. “Look, a $20 bill is on the ground,” he says, reaching to pick it up. The economist coolly...

How SMART Are Your Sales Ops Objectives?

More than three-in-four companies have a 5% or higher growth goal for 2014. Contrast that to the fact that 47% of CSO’s are not confident they will make their revenue goal. With real economic growth at approximately 3%, something’s got...

17 Simple Questions to Assess a New Sales Team

Every successful sales leader eventually gets a task so big he doesn’t know where to start. The biggest mountain for me was always the “new assignment.” Three times it happened because of acquisitions, and twice because of promotions. Each time,...

Are You Caught in the Sales Rep Talent Trap?

Every Sales Leader is worried about his team’s talent. Why? Most sales organizations are carried by the top 20% of the field. Losing a few key performers can mean you miss the number. The solution is to field a strong...

How to Turn ‘B’ Players into Top Sales Performers

One very powerful solution is to make the most of your ‘B’ players. Today’s post will help you answer “What do we need to do to cultivate top sales talent?” The free downloadable tool ‘B’Player to Top Performer Guide will...

How your Peers are Getting Results from Social Prospecting

This is a true story of how Social Prospecting is helping one Sales Leader. The Situation This post is about how one Sales Leader has implemented social prospecting. He works for a major American manufacturer of office furniture, equipment and home...

What Sales VPs can Learn about Field Adoption from Salesforce.com

There are many ways to get more from your sales force. Sales VPs constantly have ideas on new initiatives to implement. When implementing new initiatives, a big risk is adoption. Will your team adopt your new initiative? SBI’s CEO, Greg Alexander,...

Don’t Let a Change in Strategy Disrupt Q1 Sales

The CEO has made a recent change to the corporate strategy. It has major ramifications for your sales organization. You need your sales team to implement the change quickly without losing focus. This post is about making your sales force...

How a CEO Rebuilds a World-Class Sales Force

You missed the number. Now you have to address this issue at an upcoming board meeting. The board wants to know how you will solve the problem. How will youcommunicate to the board and shareholders that you have an answer?...
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