The Triumphant Return of Activity Management

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Outcomes are better than activity. If you can only measure one, make it outcomes. A lot of activity produces nothing in the way of results. But look for activity management to make a comeback, and know that the people who need to have their activity measured and managed are … [Read more...]

Leading With Discounts and Offending Your Customers

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The poor salesperson that rang my doorbell had a wonderful deal for me. He said, “I have my trucks in the area over the next few days, and if you sign up for service, I can do it for half price.” I told him that I would accept his deal for half off the regular price, but then … [Read more...]

The Real Leaderboard

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Many sales organizations have a leaderboard. They rank their salespeople by revenue, new accounts, profit, or some combination thereof. Sometimes the idea is to acknowledge the leaders, and sometimes the idea is to shame some salespeople into improving their performance. But a … [Read more...]

Selling Is Still About Relationships

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In every stalled or lost deal there is a person (or persons) who opposed (or didn’t support) the salesperson and their sales organization. There is someone who wouldn’t engage with the salesperson or who wasn’t convinced of the value that they could create. Someone opposed this … [Read more...]