In almost every industry, technology spend continues to increase year over year, and sales is no exception. Currently, some companies spend more than … [Read more...] about Why you should stop spending so much on technology
Sales Process and Why So Many Salespeople Lose Their Way
Recently I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the white lines … [Read more...] about Sales Process and Why So Many Salespeople Lose Their Way
Just how much is your organizational knowledge worth?
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?
