You probably know or can put your hands on metrics for a lot of aspects of your sales organization. For instance, you know how much your salespeople … [Read more...] about Just how much is your organizational knowledge worth?
Sales people need to act like personal trainers, not bartenders
In a recent article for the CEB, Andrew Kent posed the question “Are your reps bartenders or personal trainers?” It’s a great … [Read more...] about Sales people need to act like personal trainers, not bartenders
Are limiting beliefs undermining your success?
Every sales manager has encountered a salesperson who just can’t seem to “get it.” This is the underperforming team member you work … [Read more...] about Are limiting beliefs undermining your success?
Is the Motivation Pendulum Swinging Back?
If it isn’t obvious from my many posts using the Objective Management Group’s database, I love to mine facts on salespeople. I’m … [Read more...] about Is the Motivation Pendulum Swinging Back?
Here's how to be less like a predator and more mycorrhizal fungus
Every sales leader appreciates a great salesperson who can “hunt” and "close more logos” than anyone else. But in the complex b2b … [Read more...] about Here's how to be less like a predator and more mycorrhizal fungus
Predictable Buying
We spend lots of time and money trying to create predictable revenue, increasing the predictability of our sales approaches. We constantly engineer, … [Read more...] about Predictable Buying
