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The Sales Coaching Crisis
For many years, experts and analysts have been predicting the demise of B2B sales. But the fact is, despite the dramatic changes that have impacted the sales profession over the past few years, salespeople and sales teams continue to thrive at many levels. In their...
Let’s Talk About Sales Coaching
Sales coaching is becoming increasingly important to the success of a sales organization. With accurate, objective information based on quantitative and qualitative data produced via AI, sales managers can provide effective coaching to help sales reps improve and...
Driving Sales Performance
Transform your team to one that is highly effective, productive and motivated by using an SMP AI-tool with your Salesforce.com data to drive an unbiased, methodical way to determine exactly what each member of your team needs to do to achieve your growth goals using...
Turning the Corner on 2020
It’s funny how one occasionally runs into content, a quote or a phrase that turns out to be inspirational or important. Last Sunday, I was reading the entertainment section of the local newspaper and came across the weekly horoscope section. (Okay, laugh if you want.)...
Overcoming the Sales Management Stereotype
Seth Godin is an author I follow and admire, and I’ve read many of the 20 books he’s written. His newest book, The Practice – Shipping Creative Work1, is largely about creativity and writing. However, as a fairly prolific writer on the topic of sales management and...
The Sales Management Imperative – Managing Selling vs. Sales Management
In our most recent article, Pandemic OCD – Are Sales Leaders Focusing on the Right Issue?, we described our frustration with advice sales leaders are being given by well-meaning thought leaders, and offered our perspective on getting back to sales management basics...
Pandemic OCD – Are Sales Leaders Focusing on the Right Issue?
No doubt you’ve heard ad nauseum there is a pandemic going on, and in most sales organizations (except video conferencing providers and big online retailers), sales teams are struggling to adapt to the “new normal”. Also, you’ve probably heard that now is the time to...
Leveraging the New Normal: Digital Selling
A lot of interesting and provocative thought leadership always comes out of a downturn like the one we’re all currently navigating. One article recently recommended by several colleagues is from HBR, 4 Things Sales Organizations Must Do to Adapt to the Crisis. The...
How to Grow Business in a Downturn
With the growth of the economy over the past few years, and the sudden and surprising changes in our world that have recently transpired, it occurred to us that many of today’s current front line sales managers have probably not dealt with the challenge of managing...
Is Your CRM Data Really Bad?
It’s interesting that the topic of poor CRM quality always comes up when someone publishes an article or study about Sales Operations. Since Sales Operations typically supports CRM, it’s easy to conclude Sales Operations needs to do something to “fix” it. Most...