Back to school, back to work, and back to all of the craziness and excitement between now and the end of the year closing deals and beginning the 2015 planning process.
Offsites with the team for a day or two at the Marriott, mini sessions in the big conference room out near the lobby, and then countless push & pull "discussions" with the accounting guys who always seem to be single minded-more results with less expense. Maybe it's just part of earning the CFO badge, but, as keepers of the budget, CFOs orchestrate the annual dance trying to balance greater revenue growth while keeping expenses in check.
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Tags:
Sales Optimization,
Sales Management Best Practices,
sales management effectiveness,
sales effectiveness,
sales tools,
sales training,
strategic planning
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
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
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;
