Does Your Company Culture Respect the Sales Force?
If we asked this question to most company CEOs and their direct reports, we would expect a resounding yes followed by concrete examples of how their organization respects and supports the field sales force. Perception, however is not always reality. All too often, we hear the following comments being uttered about the sales force by […]
Why is 63 important to B2B sellers?
Question: Why is 63 important to B2B sellers? Answer: It’s the number of selling days you have in quarter 2 in the USA if your organization is on a January-December calendar year and observed holidays may vary by industry. Here is the breakdown: ✅ April 1-30 ➡ 22 selling days ✅ May 1-31 ➡ 22 selling days […]
Unlocking Sales Success with DiSC Assessments: A Must-Have Tool for Every Sales Professional
In the ever-evolving world of sales, understanding both yourself and your buyer is not just an advantage—it’s a necessity. The DiSC assessment stands at the forefront of this understanding, offering a mirror to our selling style and a window into the personalities of our buyers. Incorporating DiSC assessments can revolutionize your sales approach, training, and […]
4 Sales Costs That Are Killing Your Profits
After leading organizations as a CEO and working with a myriad of senior leaders in a wide-range of industries it is our firm belief that many organization waste significant resources because there is little or no financial over-sight in four key areas of selling and customer relations. We believe organizations could improve their financial results […]
Sales Reps: Are You Promotable, Sustainable or Replaceable?
Regardless of tenure or experience, every sales representative is placed in one of three categories by their First Line Sales Manager (FLSM) and senior management. Either your promotable, sustainable or replaceable. Your category is defined by the results you deliver and your perceived value. The results you deliver are typically monthly, quarterly or yearly. Management’s […]
Six 2018 New Year’s Resolutions for Sales Managers
The New Year is here…so if you want to sell more you better prepare yourself to sell smart. Take a serious look at how you and your team sold in 2017. Where are the performance gaps? Who are your “under performers” and how are they adjusting their selling strategy? Is your sales funnel overloaded with […]
Seven Fatal Flaws in Qualifying Sales Opportunities
In large measure, the difference between highly productive sales professionals—those who exceed their quota year after year—and those sales representatives who seem destined to underperform lies in a single explanation: the productive seller chases good business and the underperformer chases bad business. For the most part, it’s not how hard they work—it’s how smart they […]
Are You Asking Prospects and Customers the Right Questions?
Recently one of the authors of this blog was out for dinner at a chain Italian restaurant with his wife. When we arrived, we asked for a booth with a view of the outdoors and were seated promptly by a friendly and outgoing hostess. Within 2-3 minutes our food server greeted us with a […]
Do You Take a “Posse” to Sales Calls?
As we discuss call planning and execution with sales professionals we often come across organizations that send several company personnel on a sales call. This selling approach is much like dispatching a “posse”–a metaphor from the frontier era–when a band of citizens, led by a sheriff, chased down and cornered a bandit. Sales calls can […]
Why Map the Customer’s Buying Process?
It seems like such a simple question, but if your company hasn’t defined and mapped the process your customers go through to make a purchase decision you are just guessing and guessing can cost you time, money and market share. According to CSO insights and other research organizations, many sales organizations haven’t taken the time […]
