The single biggest thing you can do to enhance the effectiveness and performance of your sales pipeline is to create a buyer persona. It’s a bold statement; so let me tell you why… Read Post

Throughout history, there have always been visions of the future. Jules Verne showed us submarines and flying machines long before they came about. Gene Roddenberry shared his vision of computers that would greatly assist in every aspect of an organization and even fully run some of them—and this has come to pass. Isaac Asimov described ... Read Post

What is a sales target? A sales target is a goal set for a salesperson or sales department measured in revenue or units sold for a specific time. Here is the complete definition of a sales target as found on Business Dictionary.com. Setting up sales targets help keep you and your sales team focused on achieving ... Read Post

Companies today are abandoning the military-style corporate model that has been prominent since the end of World War II, in which only the leaders are expected to have ideas and others below them are simply expected to follow orders. This change is being felt in all quarters of an organization, and specifically in the sales ... Read Post

Sales management-sales force relationship is changing. Why? As covered in recent articles, the military-style corporate structure so prominent after World War II is finally starting to fade away. Where previously it was only the leaders that made decisions and passed them down the line as orders, now everyone, from the Vice President down to the ... Read Post

Throughout history, the importance of an education has always been stressed. The general agreement is the better one’s education, the better one’s prospects. In the last couple of decades this adage seems to have lost some of its weight. The percentage of college graduates not gaining employment in their chosen fields has never been higher, ... Read Post

In our series on sales force learning, we’ve discussed a number of factors that are highly important to address, including their communication and social skills. With these in place, we must turn our attention outward: to the customer. And while it is important for the sales rep to learn all he or she can about the ... Read Post

Are you wondering how to improve your sales force learning curve? Are you happy with how you are your sales force doing? As we’ve been pointing out, a continuing education to improve sales force learning curve—through practical means such as tips and tricks from proven sales experts, videos and even seminars—can mean the difference between relatively ... Read Post