It’s bad enough that we need to listen to the politicians attack one another and tell us all of the negatives that their opponents are doing/have done. What I don’t want to hear is whining and complaining from underperforming salespeople in the 4th quarter about “how tough it is out there”, or that “our prices are too high”.
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Tags: sales productivity, sales management, sales management effectiveness, sales effectiveness, improved sales management, Sales quota
1. Take this Weekend
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Tags: sales, sales management, sales management effectiveness, sales effectiveness, sales management training, sales training, business planning, business coaching, sales optimication
Just got back from a Saturday afternoon reading on the beach and was, once again, struck by the rapid change in just one week in almost everything. Just before I succumbed to the soft sounds of the surf and the 75 degree temps which somehow forced me to stretch out on the sand and take a short nap, I noticed that the evidence of change was everywhere.
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Tags: sales productivity, Sales Optimization, sales management effectiveness, sales effectiveness, improved sales management, sales management training, selling skills, Sales quota, sales training
It’s been a great summer. Lots of work; lots of time off and a great opportunity to plan ahead a bit for the upcoming crazy season of September through the rest of the year.
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Tags: sales management, sales management effectiveness, management, leadership, strategic planning
I happenned to be with Mike McEachern, the CFO of Brainshark, one of our favorite customers, the other day, and we got around to talking about plans for the weekend. Among the countless normal “HoneyDo” tasks that all of us are faced with every weekend, Mike was making sure that he squeezed in sufficient time to put 50 miles on his road bike. Mike has been a serious biker for a number of years now ever since he started participating in the Pan Mass Challenge, one of the biggest charity rides in the country. In the winter, when the snow and nasty cold don’t favor his training requirements, he hits the ice every week with a local hockey team. When I asked Mike why all the physical conditioning, the answer was simply, “Just to stay in shape.”
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Tags: sales management, sales management effectiveness, improved sales management, sales management training, sales training
Balance
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Tags: Sales Optimization, sales management effectiveness, improved sales management
We’re heavily experienced sales managers and heads of companies who have sat in the sales management seat numerous times and have been directly responsible for quotas, forecasts and detailed sales plans. We believe in process, metrics, integrated sales tools and detailed sales training through which we can provide 30%-50% increases in the productivity of a sales team.
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Tags: Sales Optimization, sales management effectiveness, improved sales management
I remember very vividly when I first began the consulting business…and was not doing that well. I’d been pitching a relatively large prospect on the benefits of my background, processes and systems of what we today would call “lean manufacturing”. Working my way through the maze of Purchasing, Quality and Manufacturing Managers, I finally engineered a meeting with the CEO for the final pitch. Although I never did receive an order for manufacturing process improvement, he and I hit it off during that meeting such that we went on to develop a multi year relationship building the business and finally selling it very successfully to 3Com. I had became his coach, and he had became a very valuable partner.
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Tags: Sales Optimization, sales management effectiveness, improved sales management
Doc Rivers was quoted on ESPN where he was asked about his career in coaching the Celtics, and he described it as “a miserable joy”, and anyone who has been a student of either pro basketball or became caught up in the most recent excitement of March Madness, knows exactly what this means. The cliffhanger of Duke’s final win in the NCAA championships this year, and the stunning upset of Kansas’ unexpected loss a couple of weeks ago bring all coaches to the point of either tearing their hair out- the misery- or basking in the glory of the final win and its accompanying praise -the joy.
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Tags: sales productivity, Sales Optimization, sales management, sales management effectiveness, improved sales management
Tuesday, 4:30 AM
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