I hate to be doom and gloom, but many sales departments are failing to perform. Year after year after year the data coming out of organizations like … [Read more...] about CEO: What you need to know about why your sales department is screwing up
Want to Get Good at Change Management? Think Like Sir Isaac Newton
We’ve all been here before. Whether we’re the CEO moving the company in a new direction, a CRO introducing new products or sales … [Read more...] about Want to Get Good at Change Management? Think Like Sir Isaac Newton
How to scale your small team to operate like a big one
In today’s coaches corner, we’re discussing how to move your sales team upstream from making small sales to small business, to engaging … [Read more...] about How to scale your small team to operate like a big one
What Did The Customer Learn As A Result Of Our Meeting?
Usually, after a sales call, we ask ourselves, “Did I accomplish my objectives?” (That is if you assess yourself after the sales call.) … [Read more...] about What Did The Customer Learn As A Result Of Our Meeting?
How to train your people not to think
I heard a horror story from a sales leader recently whose organization uses about 15 different sales tools. One day, the "cadance tool" was glitching … [Read more...] about How to train your people not to think
Is this the most counterproductive sales metric?
If we’re driven by data and interested in statistics, there are a wide range of sales metrics we can choose to monitor. Assuming that we have … [Read more...] about Is this the most counterproductive sales metric?
