Driving back from running one of our boot camps in Rochester last Friday, I decided to stop at the house in (the frozen tundra of) Vermont rather than make the drive even longer by continuing on to the NH beach. Looking at the house, as I drove in late Friday afternoon, I noticed that there were...
Tags: Sales Best Practices, Sales Management Best Practices, sales management effectiveness, sales effectiveness, sales enablement, sales planning, sales optomization, sales boot camps
Monday morning I was reading what turned out to be a really stupid HBR article about "professionalism". It actually started with the interesting question of "Do your colleagues think you’re professional?", which got me to thinking about the perceptions that people have regarding salespeople in general. Unfortunately, the article then went on to attempt to tie "professionalism" to the way one decorates their cubicle and then tie that result into gender and race. Note to HBR: you really need to do a better job at screening your writers.
Tags: Sales Best Practices, sales coach, sales effectiveness, sales enablement, sales management training, sales optomization, sales management boot camp, sales producitivity, sales boot camps
Toward the end of a very hectic December, I was facilitating a series of 2014 sales plan reviews for the senior sales team of a new customer. It was interesting for me to note that in a few of the presentations, even heavily experienced salesguys commented that although this was their plan for the year, there "are a number of factors that are out of my control". Always the pain-in-the-neck, provoking guy that I am, I asked about those, and the responses were...
Tags: Sales Optimization, Sales Best Practices, sales management effectiveness, sales effectiveness, sales optomization, sales training, sales management boot camp, sales boot camps
Tags: sales productivity, Sales Optimization, Sales Management Best Practices, sales effectiveness, sales management boot camp, sales boot camps
Coming off the Thanksgiving break after one too many slices of pumpkin pie, I'm feeling pretty good about sales specifically and business overall right now. A couple of solid weeks of selling left in the year. Everyone at the firm is maxed out with work. January's outlook appears to be reasonably ok. Teaching at Tufts and MIT are in exam modes. The stock market is humming, and the economy in general seems to be more positive...even though the fundamentals (little things like debt, GDP growth and jobs) aren't that much better.
Tags: sales management effectiveness, sales enablement, sales management boot camp, business tools, business planning, business plans, sales boot camps, best sales practices;
Tags: sales productivity, Sales Optimization, Sales Management Best Practices, sales management effectiveness, sales enablement, sales planning, sales effictiveness, sales boot camps
...when, just like the snow guns at Stratton in mid-November, and the family's angst over Uncle Ernie, once again, making a fool of himself at Thanksgiving, the pressure's on to submit the perfect 2014 business plan to the board or your boss by December 1st.
Tags: sales coaching, Sales Management Best Practices, sales enablement, how to write a business plan, sales boot camps
Just about ready for winta'. As part of my never-ending "drive-1,000-miles-a-week" travel schedule, late Thursday night and Friday morning found me in the towns of Colchester and Williston, VT. I thank the inventor of GPS every single trip when I head off with absolutely no idea where I'm going other than... "It's north (or some other direction) somewhere." A Mobil station dinner and a Hampton Inn breakfast later, I found that the management team at the Colchester and Williston plants were truly engaging, have complex opportunities, and I'm looking forward to our two day planning session in December.
Tags: Sales Best Practices, sales management, sales management coach, sales effectiveness, sales enablement, sales management boot camp, sales boot camps, sales checklists
MassTLC (short for Massachusetts Technology Leadership Council) keeps doing everything perfectly! Having run a number of business associations such as SBANE, ACGBoston and the MIT Enterprise Forum of Cambridge, I personally know how very hard it is to keep things new, exciting, and constantly refreshed. Members want to feel engaged, sponsors need to feel loved, and new prospects want to join only if "the cool kids" belong.
Tags: Sales Optimization, Sales Best Practices, sales management, sales enablement, sales planning, sales effictiveness, sales management boot camp, sales boot camps
Speaking of time, did you notice, it's getting colder and darker
every morning. Can't stop the seasons. Can't lengthen 24 hours.
Can't change the length of the month or the quarter. All we can
do is use our time more efficiently, effectively and comfortably.
"I must govern the clock, not be governed by it" -Golda Meir
Tags: Sales Optimization, sales, sales management, sales enablement, sales training, sales effictiveness, sales boot camps
