I would be the very first person to tell a sales force to continue to prospect and sell through operational challenges. It is too difficult to regain that discipline once it has been lost, and it is never, ever a good idea to allow your pipeline…Continue Reading
The salesperson speaking to their team was direct, and just a little combative. Not the kind of combative that would make someone not want to work with them, but combative in the way of not accepting that his company couldn’t accommodate his…Continue Reading
The very first publisher that contacted me about writing a book asked me for a manuscript, and I delivered a completed manuscript. The title was 17 Elements: The Periodic Table of Sales Success. The book was really a competency model, including…Continue Reading
If you measure your results by activity alone, these salespeople are doing well—especially compared to their peers who are doing far less in a day.
Sales managers in the past measured activity as if it were the only variable, mostly because it…Continue Reading
You own the outcomes you sell because you made the promises. You made the commitment on behalf of your company, and you must stand with your client and get things done when problems arise. Things will always go wrong, and inevitably, the more…Continue Reading