“There are two reasons you can fire a CEO. Firstly, you can fire a CEO because they’ve done something really naughty and they’ve been caught. The only other reason you fire a CEO is they didn’t meet the forecast.” – Neil Rackham, SPIN Selling And so CRM software was born in the early 90s—the first…
Being a frontline sales manager is tough. Like any sales job, it comes down to the numbers you can produce. But the production is mostly out of your hands, you’re reliant on your sales team to get the job done. You can only control so much of what happens. If your reps are underperforming—or even…
The manager to seller 1:1 is a critical interaction that takes place in every sales organization, and yet it is a black hole for sales leaders “90 minutes of your time can enhance the quality of your subordinates work for 2 weeks or for some 80+ hours.” – Andy Grove, CEO & Co-founder at Intel…
A holistic approach to optimizing your sales team with data-driven sales management “We are what we repeatedly do. Excellence, then, is not an act, but a habit.” ~ Will Durant, The Story of Philosophy: The Lives and Opinions of the World’s Greatest Philosophers In sales, it’s the close that gets all the glory. When that…
Great sales leaders have a sales management cadence that sets the rhythm of their team. The idea of a sales cadence is not new. Sales organizations have been using the concept for years to structure how and when sellers deploy touchpoints with prospects and clients throughout the buyer’s journey. Rarely, though, is a sales management…
Improve the quality and frequency of conversations between reps and managers with calibrated leadership teams How do you spend an entire day in a room with sales enablement, sales operations, and sales leaders? In constructive conflict of course! Throughout 2017, my team and I hosted a series of Sales Manager Effectiveness Workshops across the country.…
How Core Drives Can Deplete Or Increase Sales Manager Motivation This guest post was originally published on yukaichou.com: Why Sales Manager Motivation Needs A Makeover Previously, we explored the core drivers of motivation in the sales organization and why our traditional coin-operated, compliance-driven sales culture may finally be ripe for disruption in Why Seller Motivation…
Three key insights into sales manager enablement that will help your sales organization reach (or exceed!) 2018 goals. There is a deep-rooted problem in today’s sales organizations. Frontline managers are trapped in a vice created by the traditional approach to sales: Hit the number at all costs. The status quo has sales organizations lurching from…
Why Do Sales Leaders Make Resolutions That Are Bound To Fail? How did 2017 end for you? Did your team smash their goal, barely squeak by, or fall apart? As a sales leader, your success is based entirely on your team’s performance. So, no matter what happened in the past year, I’m willing to bet…
Formalize your deal review in 7 simple steps. As David Brock notes in his book, Sales Manager Survival Guide, sales managers spend their lives in reviews. So it might come as a shock that it’s likely that the majority of the time you spend in reviews is wasted. The core reason is that most sales…