All too often we run into companies that have continued to beg, plead, coddle, warn, hope and pray that their sales team will use the new sales enablement tools. They could be a new CRM, new tools, or even roll out of new products, services, and strategies. In other words, change is a requirement, and…
The Paradigm of the New Generation If you’ve been hiring sales staff for the last 8-12 months, you already know strong salespeople are getting harder and harder to find. Millennials are taking over the entry-level positions for inside sales, and understanding them is a full-time job in and of itself. Here is an article showing…
Mayweather – McGregor = Sales, Strategy, and Success With a name like Rocky, I have to be a boxing fan, right? Right! Yes, that is my given name, and yes, I paid the 100 bucks to watch the fight on Showtime. My dad was the Brass Knuckles Regional Champion in his hay day, and…
Salesperson Development Is it really possible to build a truly World Class Sales Team? In this 4 part series we will answer that question and define what it takes to build a World Class Sales Team! You may want to read Part I-III before you continue? Sales Leadership – Part I Sales Systems and Processes…
Sales Management Is it really possible to build a truly World Class Sales Team? In this 4 part series we will answer that question and define what it takes to build a World Class Sales Team! Sales Leadership – Part I Sales Systems and Processes – Part II Sales Management – Part III Sales Staff…
Sales Systems and Processes Is it really possible to build a truly World Class Sales Team? In this 4 part series we will answer that question and define what it takes to build a World Class Sales Team! Sales Leadership – Part I Sales Systems and Processes – Part II Sales Management – Part III…
Is it really possible to build a truly World Class Sales Team? In this 4 part series we will answer that question and define what it takes to build a World Class Sales Team! Sales Leadership – Part I Sales Systems and Processes – Part II Sales Management – Part III Sales Staff –…
But First, Lemme Take a Selfie! I sat at the restaurant for dinner last night at a beautiful resort hotel and watched a Millennial take about 50 selfies. During sunset my wife wanted to take our selfie to post on her Facebook page. I’ll admit it was a beautiful sunset and picture worthy. But wow…
Breaking down the Millennial Myth We’ve all heard it and many of us have said it: “Millennials are lazy. Millennials are entitled. Millennials are minimalists. Millennials are selfish. Millennials don’t’ know how to deal with disappointment. Millennials are not motivated by money. Millennials can’t communicate unless they have a smart phone keypad.” And the list…
How Sales Teams Fall Short of the Target The amatuer marksman shoots at the bulls-eye and then adjusts the reticles on the scope, shoots again, then adjust again. Shoots again, adjust again. Shoots again, then adjust. But he never gets the bulls-eye. This is called chasing the bulls-eye. A professional marksman shoots, shoots, then shoots again…