Been an interesting summer so far what with lots of hospital visits, more docs than I want to know, surgery and now recuperating through Labor Day. As my Facebook friends know, I decided to reward making it through the surgery and receiving very good news from pathology by buying a new Corvette Stingray. Seemed to be fitting in keeping with the whole beach and ocean thing, plus I've always wanted to own a sports car. Not to worry, the garage still houses the Subaru Outback and the Acura MDX since the Stingray will never see one flake of snow or ever travel on an ice covered road.
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Tags:
sales productivity,
Sales Optimization,
sales and marketing best practices,
sales effectiveness,
sales management training
Sometimes we make this strategic planning stuff much too difficult, too mysterious and too complex to be useful in the real, rough and tumble world of scaling a profitable growth business.
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Tags:
sales and marketing best practices,
sales management effectiveness,
sales plan process,
sales effectiveness,
sales management training,
business planning,
strategic planning,
improving sales productivity
At the firm, we have the privilige of working one-on-one with hundreds of heads of sales and CEOs every year. It's exciting and complex work that often comes down to discussing, assessing and implementing a series of best practices that are heavily based in metrics and data. From all of these interactions, there appear to be two or three priority concerns that these execs have in common regarding the management of their companies, and I've listed them below in priority order:
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Tags:
Sales Optimization,
Sales Best Practices,
Sales Management Best Practices,
sales management effectiveness,
sales enablement,
sales planning,
sales management training
The day after the last hours of the last day of the last month of the all important second quarter.
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Tags:
sales coaching,
Sales Best Practices,
Sales Management Best Practices,
sales coach
To the uninitiated, the managers who never actually sold anything, the presidents who did not climb up the rungs from entry-level sales positions to become the #1 salesperson, and to the operations managers who regard salespeople as a necessary evil, the presumption is that money drives success in salespeople.
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Tags:
sales coaching,
Sales Optimization,
Sales Management Best Practices,
sales effectiveness,
sales producitivity,
sales culture,
sales boot camps
- -220 work days in the year
- -"the best" sales people work 57 hours/week
- -15%/week is the average time totally wasted
- -only 57%/week spent on actual "selling"
- -most deals take 6 calls & meetings to close
- -most salespeople give up after 3 calls
- -most salespeople create 65%+ of their own leads
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Tags:
Sales Optimization,
Sales Best Practices,
Sales Management Best Practices,
sales management effectiveness,
sales enablement,
sales planning,
sales management training
As we wind down the 5th month of the sales year, and we're steaming ahead toward the end of the second quarter, it's a good time to take a deep breath this weekend and just answer this simple question...
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Tags:
sales coaching,
Sales Optimization,
sales,
sales management effectiveness,
sales optomization,
best sales practices;
Perhaps you're a weekend athlete and chase the little white ball around on Saturdays. Maybe, you're on the other end of the spectrum like my friend, John Sohikian, back on the bike clocking 30 miles runs just two weeks after major surgery. James Geshwiler, one of the two Managing Directors of Common Angels, is out rowing on the Charles most mornings in every possible weather condition, including a little ice now and then. Me? I'm somewhere north of the center, in the gym promptly every weekday morning at 5, thinking through the day and typically counting the minutes until breakfast.
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Tags:
sales productivity,
Sales Optimization,
Sales Management Best Practices,
sales and marketing best practices,
sales effectiveness,
sales enablement,
sales planning,
sales culture
