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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 any more Read More

While it is true that people buy from people, long term customers stay because of much more. One way to ensure you can establish closer links with your customers is to ensure at least four deep relationships between the two companies Read More

There’s no way an outside consultant, or even a VP of Sales for that matter, can tell an experienced rep how to do his or her job. It’s like the old joke about trying to teach a pig to dance. It frustrates you and annoys the pig Read More

Wisdom from a race care driver: “If everything seems under control, you’re just not going fast enough.” Mario Andrett Read More

A strong value statement is critical. A weak one is a loud, clear signal for the buyer to press hard for a lower price. (They teach that at purchasing agent school.) Consider the following three scenarios Read More

So why is it that sports teams can trade stars to shift their team and output, but sales teams can't. Or maybe they should, they often end up with reps from other companies why not do it in a creative and proactive way Read More

It’s quite instructive to examine the nature of offerings from the hordes of sales consulting and training firms. The overwhelming majority of them are focused on developing sales skills. Clearly, what sales managers are demanding is precisely that Read More

As a leader you need to ensure that you are leading the best, anything less should be dismissed. Not to be cruel, your 'C' players should be ignored and encouraged to move on, stick with your 'A's, let someone else work on the 'C' Read More

Taking what you know and turning them into questions allows you to fully engage with buyers. Understanding is good, but telling them does not always get results, by asking you can get buyers involved and engaged Read More

The examples used throughout this series of “Selling With Finance” posts show a five year time horizon. Does anyone actually think a financial projection stretching out that far could possibly be accurate? Frankly, even financial professionals find making accurate one-year forecasts to be a challenge. As sales reps, therefore, we need to be careful about implications regarding precision. Read More