by Tom Williams & Tom Saine | Feb 12, 2018 | CEO, Sales Coaching, Sales Effectiveness, Sales Performance Management, Sales Strategy
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...
by Tom Williams & Tom Saine | Jan 29, 2018 | Medical Sales, Operating Room Sales, Sales, Sales Effectiveness, Sales Performance Management
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...
by Tom Saine & Tom Williams | Jan 8, 2018 | Sales Coaching, Sales Effectiveness, Sales Management
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?...
by Tom Saine & Tom Williams | Dec 5, 2017 | Sales, Sales Best Practices, Sales Effectiveness, Sales Strategy
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...
by Tom Williams & Tom Saine | May 23, 2016 | Call Planning, Sales Effectiveness, Sales Strategy, Strategic Account Management
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...
by Tom Williams & Tom Saine | Apr 18, 2016 | Buy-Sell-Process, Buyer Behavior, Sales Coaching, Sales Effectiveness
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...
