Win loss analysis is a critical tool for understanding and improving sales performance. Unfortunately, most sales organizations do not do them well, … [Read more...] about Are you doing your win loss analysis wrong?
Why Sales Enablement Can Prevent Success
Late last year I attended a presentation from Brent Adamson, Coauthor of The Challenger Sale and Principal Executive Advisor at CEB (now Gartner). He … [Read more...] about Why Sales Enablement Can Prevent Success
Here's something you should stop doing this year
Sometimes improved performance lies in what you do. Sometimes, it lies in what you stop doing. If better sales results are part of your plan this … [Read more...] about Here's something you should stop doing this year
Measure Change in Sales Effectiveness without Numbers and Metrics
We want to get better at selling and as sales leaders we want our salespeople to improve. We need them to improve. … [Read more...] about Measure Change in Sales Effectiveness without Numbers and Metrics
