Sales Infrastructure: Why sales training alone is not the road to revenue
As the business climate improves, the associated increase in competitive and pricing pressures, and increasing cost, such as delivering more personalized service have many business leaders looking up from the bottom line and seeking improvement in their torpid top line. Driving an increase in revenue means improving sales team productivity, so the clear route is […]
5 Signs of Sales Leadership Driving New Revenue
The top line feeds everything else your organization does. If you need to grow your business, you need to grow the top line. If new revenue is not coming in consistently, sales leadership maybe just getting lucky in good months rather than driving results with some key new revenue creation practices. Signs of Sales Leadership […]
Sales Hiring and Motivation in the Summertime
Summertime. Long, hot days, warm nights, friends & family around the BBQ. Who wants to drive sales out of the ballpark when all you want is to be out at the ballpark? I mean, everyone is on vacation anyway, right? So why not ease up a little on the sales and hiring motivation? ***Warning!! The mid-summer attitude is […]
Leadership is More Than Just a Sales Function Imperative – Part 1
I primarily focus on top line turn-arounds and building high performing sales operations. I’ve done this in some form for 30 years now, and not once have I been brought into an organization where both sales operations and leadership were present and running smoothly. This is how my brain works: I seek out and solve problems […]
Leadership is More Than Just a Sales Function Imperative – Part 2 Posted on October 6, 2017
Leadership is a potential source of revenue problems, as we discovered in Part 1 of this blog series. 30+ years of experience with various employers and organizations and has made that crystal clear to me, although it’s not a popular theory. Especially among the leadership! Every team needs a leader, and your sales team is no […]
How to Develop and Own Your Sales Attitude
A positive attitude is critical to scoring success in nearly every aspect of your life, but especially in your sales career. First, it helps keep you focused on the potential rather than the past. And then with each victory, that focus becomes even stronger; your ability to see more potential is enhanced. So you know […]
Creating Winning Sales Beliefs
In life, your beliefs are everything. They help you both navigate winding paths and drive you to succeed. And if you are in sales, this is even more true. In fact, having winning sales beliefs can mean the difference between succeeding and failing. Creating strong, guiding sales beliefs is easier than you might think. What […]
Ensuring Confidence in Your Confidence
It’s easy to identify a confident person a mile away – but do you ever wonder just how someone becomes so confident in the first place? How do you create confidence when needed, and how to you nurture and repair it when its lacking? The definition of confidence is quite simple: full trust and belief […]