“Winning takes talent, to repeat takes character.” – John Wooden (10 NCAA Men’s Basketball Championships; Seven NCAA Championships in seven consecutive years; Most appearances in Final Four – 16) We have all been engaged in large, game-changing change initiatives that implement new sales strategies, processes, technology, and training with the objective of driving improvements in Read More >
Since the 1990’s, inside sales has continued to experience a roller coaster of acceptance levels within organizations. It comes, it goes, it gets deployed in new ways, it comes in fashion, it goes out of fashion, it gets outsourced, and it gets measured, usually more than any other sales effort. Some companies are highly sophisticated Read More >
What a privilege it has been to assemble a team that has been able to “create something out of nothing” over the past four years. Aside from growing a family, building Symmetrics Group has been the most rewarding and challenging experience of my life. You can read case studies in business school about starting a Read More >
The title of this blog is a question I often hear from clients … and unfortunately, the answer is usually an “it depends.” The next reasonable question to ask is, “What does it depend on?” Before I discuss some key go-to-market (GTM) considerations, a quick story around a typical situation I often encounter. The client Read More >
This is the second installment of our SYMMETRICS GROUP SALES LEADERSHIP SERIES: 6 Challenges Diets & Sales Organizations Share.
We’ve found recently that many sales training companies use the word “transformation” when they’re really only talking about tweaking the existing organization mostly through training, not holistic transformation. Depending on your case for change and the gap between your capabilities and desired results, rolling out sales training or a new tool might be the perfect Read More >
“It’s not the will to win that matters – everyone has that. It’s the will to prepare to win that matters.” – Paul Bear Bryant, Former University of Alabama football coach (6 national & 13 conference championships) New opportunities are exciting… the next big sale, blowing away quota, commissions….
In my career as a sales training professional, I have seen sales training programs fail time and time again, because they are not reinforced. Participants leave the training eager to leverage new knowledge and test new skills, but if the content is not reinforced, the participants quickly forget what they learned and return to old Read More >
One of my favorite ways to learn about a particular company and role is to ride around with a sales person, meet customers, and truly see the selling process in motion. During the hours of listening and observing, I always like to ask about what kind of feedback the sales person is getting. From my Read More >
High Tech | Sales Force Capability | Sales Leadership Our client is an IT services company based in the US with a global footprint, selling IT managed services, hosting, data center services, and IT consulting.
Financial Services | Sales Strategy | Sales & Marketing Integration | Sales Leadership | Sales Force Capability Our client is a global investment management firm dedicated to helping their clients achieve long-term success.
Financial Services | High Tech | Sales Strategy | Sales Force Capability Our client is a $2.5B global software and IT company that provides services to institutions across virtually every segment of the financial services industry.
Hospitality | Sales Strategy Our client franchises more than five thousand hotels, representing in excess of 500,000 rooms in the United States and 20+ other countries and territories.
Consumer Packaged Goods | Sales & Marketing Integration | Sales Force Capability Our client, a $7.4B global consumer products company, sells a range of brands across three segments: Outdoor Solutions, Consumer Solutions, and Branded Consumables.
Last month Tennessee lost the winningest high school football coach in state history. For 5 decades, he built programs at 4 different high schools in the Memphis area, and his passing rocked the community – I should know… I grew up there, I cheered on the sidelines for his teams, and like most of us Read More >
It’s a hot topic, particularly in the world of sales. I often hear VP’s of Sales talk about it and pundits at large. A Google search of “Sales Enablement” returns over 1.1 million results. Everyone wants to be enabled – right? To some people, it also may sound better or more strategic than sales operations. Read More >
This is the first of our SYMMETRICS GROUP SALES LEADERSHIP SERIES: 6 important shifts you can make in your sales organization to lift performance-gleaned from our research with over 100 top sales leaders:
Telecommunications | Strategic Account Planning Our client’s sales leadership sought to grow their business across their top 100 common customers.
Hospitality | Sales Management Our client added a sales planning function within Global Sales to their organizational structure and sales strategy.
Energy | Sales Management Our client, after a merger, sought to put systems in place to drive sales teams and managers towards a more strategic approach.
The role of a sales leader/coach, regardless of industry, is not an easy one. The sales leader/coach is living day in and day out with the skills and abilities of the team they are putting on the field. Depending upon a ton of variables, the experience a sales rep gets from coaching may be wildly Read More >
Sellers are constantly looking for an edge to sell more, faster. But we tend to have short attention spans and want information quickly and in an easy-to-digest format. No time for fluff. Just give me the highlights. That’s what makes the Internet dangerous for sellers. Ten years ago, sellers who were looking for advice on Read More >
When someone is trying to sell me something, I often ask myself a key question: Does this person want a long-term business relationship with me? If they don’t, they are likely to do anything to sell me – bait-and-switch, a strong hard-sell, using the scarcity principle (e.g., if you don’t buy today, we won’t have Read More >
Michael Perla and I have been researching sales transformations for an upcoming book – what works, what doesn’t, lessons learned, surprises – based on our firm’s consulting experience and through primary research (surveys and interviews) of more than 100 leading sales organizations. One of our observations so far is that there are several “levers” that Read More >
Selling | Sales Strategy Michael is a Managing Director with the Atlanta-based Hansberger & Merlin at Morgan Stanley, the largest discretionary manager of assets within Morgan Stanley and among the top 10 wealth management teams within the firm.