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Yes, business processes are crucial to company operation. A company functions far more efficiently with formalized processes. When a system guides you to the next best action there is much less chance to miss an action or a step, thus loose an opportunity. In fact, when a company has, for example, a defined sales process ...

Much of the time, sales management is conducted through what are called lagging indicators. These are KPIs (Key Performance Indicators) that show what has already happened after all is said and done. Examples of lagging indicators: Sales # of units sold Gross margin # of different products sold Market share Gross revenue # of deals ...

In the last 20 years or so, automation has taken an enormous role in sales. A mammoth attempt has been made to create a “perfect system” in which leads are sought out, discovered, and served up to salespeople so that all they have to do is sell. The net result of these efforts, if continued, ...

In today’s mega-technological super-convenience society, we’ve all but lost sight of one particular fact: Life is a risk. We’ve built walls, dams, and roofs to keep it out. We’ve armed ourselves with the latest inoculations to keep risk from making us sick. We’ve mounted the latest weaponry to safeguard us from our enemies. We’ve insured ...

What is Key Account Management? Key account management (KAM) defines full relationship between your business and the customers you are selling to. It describes the individual approach of sales people to their customers in order to create long everlasting business relationship. Key account management (KAM) means far more than just selling products to big customers.  It ...

In this blog series, I’ve covered numerous important aspects of building a sales team: start with salespreneurs, become customer-centric, tailor to your industry, have and use specific personality profiles, and insist reps be self-sufficient. But throughout all that, there is one function you’re going to have to have or the whole thing falls apart: sales ...

It used to be that salespeople, by necessity, had to engage in their own lead generation. They visited potential prospects, made cold calls, attended events, even parties, dinners and golf games, in an effort to obtain leads. All of this was quite in addition to working those leads and closing deals. Today it’s not the same. ...

In my last blog post in this series, I discussed how a sales team must be precisely focused for the industry they are in. The sales process and all sales activities must have a precise industry-specific focus. It goes a bit deeper than that, however—for the personality profile of the reps you are hiring must ...