When you take your team off the field make sure it is achieve the right outcomes.
Too often sales organizations take their sales teams off the field to accomplish things that are better accomplished some other way. They take them off the field to…Continue Reading
It is only normal to want to learn what is effective, practice it, and gain competence. Sales has rule sets, all of which have been explored, developed, and codified over many years. We all fall into the trap of believing that Method A is the most…Continue Reading
For a long time sales managers have held a religious devotion to activity. They believe that activity precedes sales. They are always willing to cite the great wisdom that even a stopped clock is right twice a day, and then point to the stopped…Continue Reading
I often hear salespeople say that they are "waiting" for some event to occur before they call their prospect. Most of the time the event that they are waiting for is the passage of time. They say things like "I am waiting to call them in August,"…Continue Reading