(Note: If you happen to be a mentor or sales manager, please do your “mentee” or team a favor and pass this along.) Sometimes, stating the obvious is nothing more than that; merely verbalizing what everybody in the audience already knows. Sometimes, something is obvious to the speaker/writer, but is genuinely a novel concept for […]
“What is written without effort is in general read without pleasure.” Samuel Johnson Make the effort when you write an e-mail, a proposal, a meeting summary, whatever. Writing is permanent. It’s your reputation. It’s your credibility.
There is always a danger in focusing on the tools used to get a job done. (We all know the cliché about the six-year old with a chain saw…) That said however, a robust CRM system just might be the most powerful tool a sales team can have. A highly functional CRM system is not […]
As a group, sales managers are not big on “managing by the numbers.” Only a very few use more than a half-dozen or so measurements to monitor the quality and effectiveness of sales performance. Most rely on two, revenue and profit. They are the ultimate indicators of success, right? Why would anyone need to know […]
As a guy who helps organizations design, implement and execute a sales process, I hear it all the time; “Don’t tell me how to do my job.” It’s a hoot to watch the reaction when I reply, “I have no intention of even trying to do so.” There’s no way an outside consultant, or even […]