Are there gaps in your skill set? Well, of course there are. All of us have gaps. Some of them are not so harmful. Some of them though, need to get filled.
Are your technology skills up to snuff? Do you really know enough to create, deploy and effectively use an e-Rep?
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YPS has a client south-O-the-border that provides a never-ending stream of insights along with new perspectives on proven best practices. Just last week, I watched an exchange between their sales leader and one of the top reps that hit me (and the rest of the group) right between the eyes. It played out during a [...]
Brian Gardner, President and Co-Founder of Selltis offers perspectives on sales process, leverage of information, team selling and sales success on Sales Thinker Radio.
Brian emphasizes the need for a CRM partner with deep knowledge of your business, your customers’ businesses and industry. It’s not about the tool. It’s about a holistic understanding of the entire [...]
Here’s the scenario: The company is a B2B distributor of printing equipment and supplies. It was founded by a team of three people with a financial backer 14 years ago. In 2010, their 52 sales reps brought in just over $60 million in revenue. Annual sales growth has settled in right around [...]
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 [...]
Actually, I have been saying it myself; for over ten years now – for my whole career really. “It,” in this case being this blog post. It talks about process, it talks about metrics, it talks about best practices, it talks about CRM – daily use of CRM, it talks about sales and marketing working [...]
Sales is notorious for being the most expensive yet least accountable department in just about any organization. It’s quite interesting to watch what happens when a sales manager increases rep accountability with a monthly territory review process.
Monthly territory reviews, one rep at a time, have always been a key fixture in our Sales Process Engineering [...]
