7 Steps to Sales Force Transformation [infographic]

Symmetrics
Group

Markets and customer expectations have changed overnight. You can plan to execute a sales transformation the right way or you Read More >

4 Ways to Cut Cost of Sales (Without Cutting Heads)

Tom
Martin

Like many business projects, sales effectiveness projects are often focused on the big 3 – Increasing revenue, cutting costs and/or Read More >

Why Your Go-To-Market Strategy is Probably Wrong

Sales leadership series 4

Is your go-to-market strategy really a go-to-market tragedy? Here are 5 common pitfalls.  

Effectively Driving Change in the Sales Organization

Kevin
Shea

“Winning takes talent, to repeat takes character.” – John Wooden (10 NCAA Men’s Basketball Championships; Seven NCAA Championships in seven Read More >

6 Challenges Diets & Sales Organizations Share

Sales Leadership Series 2

What does your sales organization have in common with the average diet? Here is advice to tip the scale in Read More >

Transform vs. Tweak

Warren
Shiver

We’ve found recently that many sales training companies use the word “transformation” when they’re really only talking about tweaking the Read More >

6 Shifts Sales Organizations Need To Lift Performance

Sales Leadership Series

Is your sales organization struggling? Here are 6 changes you can make to lift performance.

The Air We Breathe

Michael
Perla

When you talk to Senior Leaders at most middle-to-large sized companies, a key word often creeps into the discussion. I’ve Read More >

Mark Hawn: Sales Team Transformation

Symmetrics
Group

Selling | Sales Strategy Mark Hawn joined a major global business consulting and outsourcing company in 1985, immediately upon graduation Read More >

From Sales Management Matter Blog: Annual Sales Meetings: What Are They Good For?

Michael
Perla

Here’s a webinar on annual sales meetings that I recently conducted for Sales Management Matters. In the webinar we review findings from Read More >

It’s Quite Elementary, Watson…

Leslie
Curry

I’ve started watching the (brilliant) BBC series Sherlock. The ingenious-but-sociopathic detective charges through modern-day London, solving murders and irritating nearly Read More >

What’s Keeping You Up at Night?

Warren
Shiver

I recently worked with a client to conduct a foundational presentation skills workshop and when I polled the group about Read More >

Mind Numbing Presentations

Warren
Shiver

I attended multiple conferences this week and witnessed a wide range of presentations and presenters – ranging from….Read More

Why Sales Leaders Need More than a Great Vision

Warren
Shiver

Competitive sales organizations are usually run by leaders with great vision. But vision alone won’t get your team to the Read More >

The problem is that no one is accountable … really? Measuring Performance

Michael
Perla

If someone else mentions they have an accountability problem I think I’ll vomit. I hear it ad nauseam…Read More

Going for the Gold

Joni
Santos

As the 2012 Olympics draw to a close and the medal count is finalized, I can’t help but wonder how Read More >

Olympic Selling Moments

Warren
Shiver

Watching the Olympics has made me appreciate living in the “moment”. Seeing the many athletes who have trained for years, Read More >

Being Straightforward in Client Management

Michael
Perla

Glennis’ father was a doctor. She used to accompany him on his rounds at the hospital and still remembers the Read More >

Don’t forget to tell them how…Sales Management

Rachel
Cavallo

As I walked through my daughter’s playroom the other day, I looked at her dilapidated toy kitchen set and laughed Read More >