Are You a Goal Dictator? Warren Buffett is a truly brilliant man. Of course this is my opinion and may not be everyone’s, that’s fine but here is why I say that. Warren Buffett is a billionaire many times over. He has truly earned all of his own money and is well respected because if
What if the bottom quarter of your sales team produced as much or more revenue than the top quarter? What would that do for your company? What would happen if you replaced the bottom quarter of your sales team with A players that get consistent over the top results? When I talk to
“Joanne is leaving and I need someone for that territory! I need help do you know anyone?” A week doesn’t pass without someone asking about looking for a new sales employee. I hear it all the time. So why is everyone having such a problem? Here are some common hiring mistakes we see and what
Are your salespeople engaging buyers before “pitching’ a solution? Are they asking enough questions before recommending?
The worst seems to be over but our economy is, inevitably, cyclical. Like the rest of us, it has its ups and downs. Yet, when we are in a down cycle, do you get nervous about the economy? And do other factors external to your industry, including world events (such as elections for example) cause
“Joanne is leaving and I need someone for that territory! I need help do you know anyone?” A week doesn’t pass without someone asking about looking for a new sales employee. I hear it all the time. So why is everyone having such a problem? Here are some common hiring mistakes we see and
It’s about the process Ryan, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and gotten behind on work that he needed to finish before the end of the day. He then got a call from Wayne, a prospect who introduced himself by saying: “I’ve
“I feel like nothing is working. Whatever I do, it doesn’t seem to matter. I thought the economy was getting better but no one is going to buy right now,” Connie said in frustration about her recent sales numbers. “I really think that, once the economy truly turns around and people are feeling more confident,
If there were one thing I could emphasize to C-level executives is that starting with the right people, the best people, is the key to everything. Yes there are lots of other important factors, if there wasn’t, I wouldn’t have contents for the book, but I often get asked to “train-up my
How often as a sales director, do you get that dreaded feeling from your reps as well as yourself about the weekly sales meeting? Does it go longer then it should? Did you really feel like you got something accomplished or did you just go through the motions? Why is that feeling so common? Lets
