It’s a brave new corporate world. Thanks to cloud computing, entire companies are now operating in virtual space. Physically executives and employees are scattered from one end of the Earth to the other, but no matter where they are they are working through the cloud—in complete sync, communication and coordination. For the sales force, this ... Read Post

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

Explore the new role for the sales force in sales management and how the CRM is changing the role of the salesforce. As discussed in our previous blog posting, business has traditionally followed a military “top-down” model. It was only the people at the top making decisions; everyone else was simply expected to follow orders. ... 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

In his excellent book Conscious Capitalism: Liberating the Heroic Spirit of Business, author, professor and economic consultant Raj Sisodia points out the fact that the traditional business model was originally based in military structure. In a military organization, it is only the leaders that make the decisions; the generals call the strategy and tactics to ... Read Post