Tag Archives: Accountability

What’s The Impact of Sales Management Turnover?

July 15, 2011 – 3:38 pm

My friend, Bill Cook, posed an interesting question in a recent post about “The Revolving Door of Unaccountability.”  He’s looking for opinions about the effects of high turnover in the sales management ranks.
Here’s my take…
Both top tier and bottom tier sales professionals tend to perform well or poorly pretty much regardless of the quality or [...]

By Todd Youngblood | Posted in Accountability | Also tagged | Comments (0)

The Weapon

August 26, 2010 – 7:54 pm

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 [...]

By Todd Youngblood | Posted in Process Thinking | Also tagged , , | Comments (0)

Three Things That Kill CRM (…and how to counter them)

July 16, 2010 – 8:44 am

According to the best research I can find, roughly 2/3 of CRM implementations fail. How can this be? After so many years why haven’t sales leaders and CRM vendors figured this out?
On days when my patience is running short, my list of three CRM-Killers consists of resistance to change, intellectual laziness and fear of being [...]

By Todd Youngblood | Posted in CRM | Also tagged , , | Comments (3)

Sales Rep = Change Agent (Right?)

July 6, 2010 – 8:48 am

Hold up a mirror before you answer that question…
The knee-jerk response of any self-respecting sales rep or manager is an indignant, “Of course I’m a change agent!”  But, as anyone with a complex sell cycle knows, the biggest competitor is “do nothing,” and the underlying reason is the no-guts, change-resistant customer.  If a sales rep [...]

By Todd Youngblood | Posted in Accountability | Also tagged | Comments (8)