Instability and turnover within a sales force can be one of sales management’s worst nightmares. When a sales rep resigns, it leaves a hole that must be rapidly filled. And it’s not like someone can just walk in and take over where the old rep left off: even the new (although experienced) salesperson must learn ... Read Post

Lead generation is the act of stimulating interest amongst your target audience for a particular product or service so you can draw them into your sales pipeline. Because lead generation helps to feed the early stages of your sales process, a robust strategy is essential to successful sales. Despite this, too many businesses fail to ... Read Post

Sales performance management is anything but easy—just ask anyone who has done it. The sales manager is supervising people who are innately self-sufficient loners and who really don’t want to be supervised. Salespeople make their own observations and conclusions and commonly don’t take directions too well. Add to all of that the lack of accurate analysis ... Read Post

It’s an age-old argument that still persists today: is sales an art or a science? The old timers will firmly argue the former, and the modern-day salesperson armed with the latest iPhone and steeped in technology will often argue the latter. It will be found that both are true for a sales force—but only in ... Read Post

Do you know what is the hockey stick sales curve chart? Hockey stick sales curve chart is a fairly common descriptive term that describes: a revenue graph that creeps along the bottom or the middle of the graph for most of a period, usually a quarter, and then in the last few weeks jumps up to ... Read Post

Do you want more success from your sales pipeline? If so, you need to equip your sales reps with a sales playbook. It’s a proven way to enhance the performance of your sales process and attract more leads, make more sales and increase your profits. Let me explain how… Read Post

Are you looking for a CRM solution for your sales force team? A flexible, intuitive CRM solution is crucial for a sales force to survive, let alone succeed. But that same carefully chosen and well-implemented CRM application is just as important to other key company departments whose input comes before and after sales. Let me ... Read Post

Expansion of a business occurs either through hiring more people, or increasing the capacity and the abilities of those currently on the job. Obviously true expansion occurs through a combination of both, but far too many only take the first approach. Not only is this the lazy way to go but in today’s internet-enabled competitive ... Read Post