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Personal Responsibility Certainly today we all face problems and challenges. There will always be problems with customers, products, management and markets. Nobody's perfect - even amongst the best run companies. But many people will fold and make excuses. The best of the best find a way through them. I particularly emphasize this same principle today in my sales training workshops. While salespeople and teams are facing their own problems and giants, it's about personal responsibility. Even if it's not your fault but it's in your way, find a way to work through or around it. No excuses. It's always encouraging to see lights go on and people step up. Are you finding a way?
Rule #35 - Develop an Executive
Whiteboard Michael Griego, MXL Partners' founder/president, sales consultant and trainer to Fortune 500 firms and leading Silicon Valley technology firms, has reduced the keys to sales effectiveness to 42 Rules in his forthcoming book 42 Rules to Increase Sales Effectiveness. This book, to be released in September 2009 by SuperStar Press, applies modern fundamentals to sales and sales management. ![]()
Gearing Up For the Fall Season Process clarity for complex sales and careful monitoring of Web metrics for simpler environments are key drivers. Recent CSO Insights research is proving that for competitive, complex sales environments (multiple levels of buying influences, multiple players, complex buying processes), "winging it" is a losing strategy. Even the most seasoned veterans can be thwarted by changing forces in the marketplace. For highly transactional sales environments (short sales cycles, limited buying influences, rapid or impulsive buying processes), leveraging online capabilities and lower cost teams with tight metric management is required more than ever. The sales adjustment bandwagon is for everyone. Some firms need it more than others. Two-thirds (66%) of Random Process firms acknowledge they need to improve in adapting their processes to changing market conditions. 8% of optimized or Dynamic Process firms claim need for improvement. Are you making your adjustments and gearing up for a big second half? ![]()
Better Coaching, Lower Turnover The firms that excelled at sales coaching have a 40% lower turnover rate of firms. Contact us to help you strike the effective balance between sales rep training and sales management coaching. ![]()
Leadership ![]()
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