Here is the reality: Even companies that enjoy the luxury of clearly superior products realize that those products will not sell themselves. At a minimum, companies need a sales force comprised of skilled professionals who understand the application of the product range, have an in-depth knowledge of their customer base, market sector and, of course, […]
The Power of Failure
There is no such thing as failure – right? Wrong: Of course there is failure. For example, if we take a driving test or an exam we either pass or fail. Salespeople will either succeed in achieving their monthly/quarterly/annual sales targets or fail to meet them. The key is how we perceive “failure” Every failure […]
Quality Activity Equals Quality Results
“The Less I See Of What’s His Name? The More I Forget Him.” Failing to focus salespeople’s activity reduces efficiency and consequently reduces results, because there isn’t a salesperson alive that believes they have enough time in their working week to complete all the activities they want to achieve! Time is a huge constraint on […]
Current Stock Market Thinking About Sales Training
The dichotomy facing sales leaders is how they reconcile the fact that most corporations today provide less upfront training for their sales staff than in years past, yet attach increasing importance to staff development? This should not come as a surprise, because current stock market thinking provides a powerful disincentive for firms to invest in […]
So, What Makes a Successful Sales Team?
An organization’s vision is a guiding image of success formed in terms of a huge goal. It is a description in words that conjures up a picture of the organization’s destination. A compelling vision will stretch expectations, aspirations, and performance. Without that powerful, attractive, valuable vision, why bother? A mission statement communicates the essence of […]
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