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Where are your people spending their time in Q4?
It’s the fourth quarter of 2023. Time for total accountability from each salesperson. What are the “MUST ACHIEVE” Sales Goals in Q4? Once the goals for Q4 are in place, accountability for time and Sales activity (behaviors) is the next critical … Continue reading
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Tagged Coaching, Mangement, Sales, Sales Management, Sales Process
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Time Management: The Key to Improving Sales Productivity
Time management is an OXYMORON. You cannot manage time, but you can manage yourself through a disciplined process of maximizing your time by prioritizing activities which will help you achieve your sales goals. This discipline must be ongoing, not something … Continue reading
Is Your Strategic Plan Really Strategic?
Most organizations and sales departments have some type of Strategic Plan. Often is just a collection or group of projects or actions that may or may not have a positive impact on the future direction of the organization or department. It’s usually just … Continue reading
Posted in Business Challenges, Leadership, Sales Development
Tagged Leadership, Mangement, Sales, Sales Process
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Planning for 2022: A roadmap for Success
Okay-you’re “rolling your eyes” and thinking: “Is it really that time of the year again?” It doesn’t have to be that way. We see this as the roadmap for 2022 Success. If done right, it can be a catalyst for … Continue reading
Coaching For Results
PRE-WORK: 1. Set clear goals/expectations (identify the experience skill level and how you need to help. Does the person need more training or support?). 2. Do your homework and review current performances. 3. Provide regular performance feedback. Recognize and reward … Continue reading
How NOT to Recruit for Top Sales Talent!
It’s a fact: Most companies really “Struggle” to hire good salespeople! There are definite reasons, and we’ll share what they are doing wrong (which results in high turnover) and huge time and financial drains. Here are the major problems: Sales … Continue reading
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Tagged Mangement, Recruiting, Sales, Sales Development, Sales Management
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One “Hidden” Reason that over 50% of Salespeople Don’t hit quota year in and year out!
Picture this scenario: Your CFO comes to you at the end of the quarter and says, “Boss, we’ve got the final numbers. We’re about 50% confident that they’re correct!” What would your reaction be? How long would it take to … Continue reading
IF you replaced your Poorest Sales Performer…what could you afford to do to increase Sales Revenue?
On Jan17, 2021 Vistage released results from their “CEO Confidence Index Survey.” CEO survey question: Did your sales team meet or exceed quota? Answer: ONLY 33% met or exceeded quota! Why so low? In today’s COVID-19 Environment, since March 2020, … Continue reading
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Tagged Sales, Sales Development, Sales Leadership, Sales Training
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Growing Sales using Science and Reality in Q1 2021
The pandemic has been with us for almost a year! It’s time to really look at Salespeople, and Sales Management with Science, Data, and Objectivity in 2021. Experience tells us that many CEO’s, Presidents and Owners have gotten more involved … Continue reading
Are you Managing Forward, or are you looking in the rearview mirror?
We know that generally the Sales Manager is often the weakest link in a Sales Organization. We also know that the best Sales Managers spend at least 50% of their time coaching their sales people (even the top-producers and veterans). … Continue reading
