The Sales Blog
You want exponential growth. You want a curve that bends sharply upwards. It’s easy to be tempted into believing that the next big idea to come along, the next shiny object, will be what finally unleashes the potential within you (or your sales organization). But, as painful … [Read more...]
Your revenue numbers are up. Your profit is better than last year. You’re moving in the right direction. You should be pleased. But you shouldn’t necessarily be satisfied. The numbers may be positive, but it doesn’t always mean you are where should be. A sales organization … [Read more...]
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 cover administrative or … [Read more...]
Yesterday I wrote about ten things I wish I'd have known before I started selling professionally. Here are ten things that I wish I'd have known before I started managing a sales force. Balance activity and effectiveness. When I first managed salespeople, I was … [Read more...]
The article is titled “Oracle Blames New Sales People for Missing Targets.” “What we really saw was the lack of urgency we sometimes see in the sales force, as Q3 deals fall into Q4,” Chief Financial officer Safra Catz told analysts on a conference call. “Since … [Read more...]
Peter Drucker's most famous quote is arguably, "Because the purpose of business is to create a customer, the business enterprise has two--and only two--basic functions: marketing and innovation. Marketing and innovation produce results; all the rest are costs. Marketing is the … [Read more...]
Leaving A Trail of Negativity Behind You