Blog

31

Dec

In CSO Insights Sales Management Optimization 2013 Key Trends Analysis, a report generated by surveying representatives from over 1,700 companies, respondents were asked to identify the type of sales process their company adopted. The survey revealed that the largest percentage of companies, 39.7%, fell into the Level 2, Informal Process category.

Level 2 - Informal Process

31

Dec

I was having work done to the exterior of my car week before last. While there I struck up an interesting conversation with the owner of the company doing the work. I expressed an interest in how the company produced the quality of work for which they were known. With excitement, he invited me back to his shop to watch a car run through his facility. The process this organization implemented for doing their work fascinated me.

31

Dec

"We simply practice AXIOM every day."
When a selling cycle shortens from six months down to three weeks and sales numbers increase suddenly, people are going to take notice. This is what was rumored to be happening in Southern California. A relatively new Associate Director of a Small Business Team in Los Angeles that had been struggling was suddenly blowing numbers out of the water.

31

Dec

I received a message last week from an old friend who recently retired from a long and successful sales and sales management career. It was tongue-in-cheek, but he stated, "There were quite a few forms that I did not fill out when I turned in my Account Plans. Sometimes, I made up my forecast. I'm just looking for absolution..."

31

Dec

Nearly everyone in sales management would agree that the ability to accurately forecast sales results on a timely basis is the Holy Grail of sales management. Accurate sales forecasting is the culmination of all preceding activities and allows for enhanced cash flow, proper resource allocation, improved product development, sales trends, and investor/board credibility.

31

Dec

If you haven't read CSO Insights Sales Management Optimization 2013 Key Trends Analysis, you should. As always, it's a fascinating read. The report begins with a quote shared at a CSO Summit by Jay Vanderbree, Senior Vice President, Home Entertainment Sales and Marketing at LG Electronics. He stated, "The goal of sales leaders is to create more leaders, not followers." Jay further qualified this statement by saying this was regardless of “role or rank” in the sales leadership hierarchy.

If nothing else, this quote should cause us all to stop and think.

31

Dec

There is no such thing as an unqualified prospect. That's right. They don't exist. Yet I've heard countless sales managers ask their salespeople whether or not a prospect is "Qualified." Maybe even YOU have asked that question of people on your staff. Well, it's the wrong question. Don't believe me? Then follow along with this logic and truth.

Ever looked up the word "qualify" in the dictionary? If so, you know the definition is "to prove one's fitness for a particular service or purpose" (She was QUALIFIED to perform brain surgery).

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31

Dec

Another NFL season is fast approaching, and as the teams prepare for mini camps I am wondering whether or not we will hear about any conversations like this:
Coach #1: "Glad we have Tom Brady returning for another season Coach. How about you?"
Coach #2: "Absolutely, veteran player, with that much success means we won't need to spend much time and energy on him."

31

Dec

Have you ever found yourself in a meeting at the company where you work that had no set objective or agenda? You know the meetings I'm talking about. Yep, THOSE meetings. We ALL know they happen way too often. How do those meetings go? How do you feel when you leave? Are those meetings productive? Chances are, the answer is no. They rarely are.

31

Dec

Bob Sanders, CEO of AXIOM Sales Force Development, believes to increase sales in competitive markets, sales managers must invest in their own people.