Theory of Constraints (ToC) is a management principle that states that output is essentially limited by one constraining process and by resolving this constraint, you may increase your output. This is another way of saying that you are only as good as your weakest link. A sales team works with a number of constraints – ... Read Post

I’m sorry if this offends anybody, but the weak link in the revenue chain is usually sales management. Fact: The tone and focus in every organization is set by leadership, and culture boils down to nothing more or nothing less than the beliefs and behavior of its leaders. Sales meetings often expose lazy or short-term ... Read Post

(If you haven’t read it, see Sales Process is a Big Deal! (Part One)) A sales process includes all the steps that are taken from the time a prospect indicates interest in a product or service to their acquisition of that product or service and beyond. Sales cycles differ based on various factors such as ... Read Post

3 Strategies To Increase Performance Happy New Year, and welcome to 2018! For the last few weeks I have been interviewing CEOs and top level performers about their strategies for success. Specifically, what they are doing to really ignite their own passion for success, as well as fully engage their employees, and drive sales in ... Read Post

In the traditional sales role, a full pipeline of potential clients is essential to remain employed. Since the answer ‘no’ is far more frequent than ‘yes’, thought is to be given to how you can win the game and earn the sale. Winning refers to not only receiving commissions along with bonuses but also alleviating ... Read Post

This is my final article on salesperson fitness, with a note on the incredible Tom Brady. As we’ve discussed throughout this series, fitness isn’t just a matter of one’s body. There is also fitness of the mind, and (believe it or not) fitness of the spirit. Most importantly, these must all be addressed together, holistically, ... Read Post

It’s all about creating a customer base that is addicted to your organization. Addiction isn’t a casual interest or a take-it-or-leave it attitude. When customers are addicted to a particular organization they are “all in” as long as they continue to receive the value that converted them to raving fans in the first place. And ... Read Post

For people accustomed to a typically aggressive interruption style approaches, sales on social networking sites such as LinkedIn can be tricky. This is simply because online communities disdain overt commercial messages. I’ve taken the time, over the past several months, to collect some of the ineffective ways people have reached out to me through LinkedIn. ... Read Post