Like the product lifecycle, where products shift from introduction, growth, maturity, and decline, your sales organisation is affected by stages too. Being in the wrong stage for too long or taking the wrong action can impede the success of a
These are seven deadly sales manager sins that decay sales performance and leave a lasting problem for companies. For the past three decades, I have worked to turn around many struggling sales forces. When first approached by CEOs, the conversation
The Sales Metric That Sends Companies Broke! Many companies use this sales metric, and it seems practical. It is a case of simple math being applied logically to solve the problem of delivering quota or sales targets. It is how
We had a thought-provoking discussion with a group of sales leaders a few weeks ago. Much of our time was devoted to discussing the challenges faced in the current market for sales teams, the underlying causes, and the criticality of
In the capacity of a sales manager, your team’s sales performance is in your hands. Your focus should always be managing sales performance to deliver sales quotas and goals. However, as sales experts, we often see managers more focused on
Although sales teams are still contending with the enduring consequences of the extremely difficult climate in 2023, there is hope that the ordeal is nearing its resolution. Salespeople are finding new ways of connecting buyers and sellers. The report on
It is the time of year when companies have decided a sales kick-off meeting is important. Sales teams are being brought together, some with trepidation and others with excitement. Salespeople have different experiences with kick-off meetings, which frames their thoughts
The numbers are coming in for the quarter, and the results are not looking good. There has been a slow decline over the past three months as some sales team members are just not delivering. You get that sinking feeling
Most sales organisations possess a sales compensation plan with the intention that it positively influences the delivery of sales revenue results for the company. Many sales plans exist intending to increase sales revenue results with limited conditions beyond top-line revenue
An effective sales strategy unites your sales team around shared objectives without cross-over of conflict. Connecting sales strategy ensures that all sales channels and customers are effectively managed. Salespeople operating independently without a sales strategy can unknowingly create conflict across