Why You Don’t Get the Sale
Two or three years ago, I read that a Solopreneur consultant’s main competition is not another Solopreneur consultant who provides similar services. The real competitor is the client. As the less than stellar economy...
Category: Sales Management
GROW to POWER
Who originally developed the GROW model of coaching is debatable. Many attribute Sir John Whitmore and his colleagues in the world of sports with its creation; others say GROW was developed as a result...
3 Strategies to Improve Sales Forecast Accuracy
The single most important issue in any sales organization is managing the funnel to achieve an accurate sales forecast. Let’s look at two ways this core issue is typically handled. Company A’s funnel process...
5 Sales Coaching Questions to Better Qualify Forecasted Deals
There’s no more frequent conversation between a sales manager and a sales rep than one that starts, “What are you going to sell this month?” And all too often, the rep’s projections come up...
Metamorphosis From Sales to Management
Caterpillars do not morph into butterflies over one weekend. They firstly prepare themselves for the transformation by gorging on leaves and in the process shedding their skin a number of times until they reach...
It’s The Manager Stupid
I learned a long time ago is that sales success has less to do with the individuals in the sales team than it has to do with the person managing the sales team. Whenever...
Raising the Bar For Sales People, Part 2
“Did I hire my sales people this way or did I make them this way?” In the last couple of months, we learned how to establish and communicate new standards and goals to the...
Are Managers Using the Wrong Incentives With Their Salespeople?
The way to improve performance, increase productivity and encourage excellence is to reward the good and punish the bad. This is the assumption that too many organisations have based their decisions on throughout the...
Hire Salespeople Who Sell
We are quickly approaching the end of the year. In fact, many (and maybe most) would say the business year is as good as over. As you take stock of your team’s performance, what...
The Pareto Principle – How It Can Help in Your Business
For businesses looking to grow, the general statement “We need to find more customers” can become a precarious sales directive. What businesses need to strive for are the right customers, ones that drive profitability...