Only dead fish go with the flow….and that’s a fact of nature. They hang in the water, until they putrefy, but in the meantime they’re pushed this way and that, swayed by the currents they have no control over, pushed to places they don’t want to be….. I see too many businesses like this. Those… Continue reading Beating the Competition AND Growing Your Business
…and what to do about it According to the CSO Insights (www.csoinsights.com) report earlier this year 42% of sales reps (their words not mine) failed to hit quota last year, an increase for the first time in three years. The report reckons that this is due to firms increasing targets, and even though sales teams had… Continue reading Why Under Performance Might Be a Bigger Problem Than You Think…
Sales Performance Improvement If you’re in sales then you know that this is an industry where constant change is part of the function. I, probably much like you, read 100’s of sales articles a week, talk to many sales professionals (and some sales un-professionals) from many diverse industries, plus I digest a handful of current… Continue reading Sales Performance Improvement – Are You Falling Into The Trap?
Ok, I admit, this is a bit of a rant…I HATE inaccurate sales forecasts..I mean really, it’s not that tough to produce an accurate sales forecast yet few sales people rate this as high on their list of things to do. I think it’s one of the most important things a sales person has to… Continue reading Let’s Play Pin the Tail on the Donkey and Call it a Sales Forecast
So, you know when a sales presentation is going really well, conversation is productive and easy on both sides, lots of sharing of ideas, information and thoughts about moving forward….and them you hear words come out of your mouth that immediately make you want to hit the rewind and rephrase…. Nope, I’m not talking about… Continue reading Did You Really Mean to Say That? Phrases to Avoid in Sales
You may be the kind of Sales Leader who loves sales meetings, or you may find they cause you more confusion than clarity, create more disappointment than hope…so in answer to a query that came in last week, here are a few hints and tips about running a solid sales meeting where you get clarity and sanity. You… Continue reading What is Poor Sales Forecasting Costing You?
Imagine the scene, 3 pm, Thursday afternoon in March. Bright blue sky visible through the boardroom window, cold and changeable weather, but not bad for the time of year. I sit opposite a Managing Director of a business I’d been working with for a few weeks. The desk held a single piece of paper. On that… Continue reading What Happens When the Decimal Point Disappears