“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….
When sales people fail to meet their sales targets, it’s obvious. What is not so obvious are the reasons why…..
You’ve just taken a new job at a consumer products manufacturer, selling animal health products to the mass market….
You’re about to sell your largest customer on a new consumer product, recently launched. You’ve built a detailed account plan….
In our third and final POV on sales coaching, we’ll take a look at behavioral coaching techniques – the “art” of coaching…
Universally, sales representatives disdain sales managers who show up physically, but remain absent in spirit:
If you’re like most sales professionals, your inbox is crammed with the latest and greatest coaching secrets. Each year, hundreds of books and workshops promise new techniques:
A number of years ago we were talking to a Director of Sales Operations about Customer Relationship Management (CRM) and Sales Force Automation (SFA) software when he said:
How do large sales organizations plan for effective annual sales meetings? This Research Initiative examined meeting planning best practices for organizations that hold annual sales meetings. Areas of inquiry included meeting objectives, themes, planning practices, and overall meeting effectiveness.
Customer Marketing in the Consumer Packaged Goods Industry – The Essential Ingredient for Sales Success
For CPG companies, a good customer marketing department is essential for building high-impact strategies and messaging that conveys maximum value about a company’s products and services to retailers. This team can also be called upon to act as skilled mediators between sellers and marketers, two groups often in a state of conflict. Does This Sound Read More >
A company’s go-to-market (GTM) strategy is one of the most important levers to improve key business outcomes. At its core, a GTM strategy is the way a company aligns to the evolving needs of its customers – it is the interface at which the company sells to and serves its customer base and interacts with Read More >
We talk with a lot of sales leaders who believe they can transform their organizations by implementing a new incentive plan or sending their teams to a one-day offsite workshop. But let’s face it: If change were that simple, wouldn’t everyone do it? Wouldn’t all sales organizations be transformed by now? Wouldn’t every sales team Read More >