2009 was a bad year for most Sales executive’s quota achievement, and quotas have risen in 2010. This puts most sales leaders behind the eight ball, and hiring more sales people isn’t a likely solution (your quotas will probably reflect any new hires anyway). So with an increasing quota and an underperforming economy/sales numbers, the [...]
Learn about the difference between hunter and farmer salespeople, and how you organize you sales force to support these two distinct personalities/job roles.
This past year (2009) was tough for most businesses, and 2010 will be tough too. Current account lists have been trimmed (in both numbers and profitability) because of the global economic contraction, and the focus of most business has turned to new business development to drive revenue growth. In fact, the majority of sales job [...]
In part 1 of this article, I explored the reason why practice is integral in successfully adopting the skills and methodologies taught in sales training, and why the excuses I have heard from some executives who “don’t have time for practice” are just plain silly. If the comments in part 1 are any indication, there [...]
I spent about 80% of my first 18 years on earth learning or practicing. For every math test I took in school I practiced every day and night for at least two weeks; for every sports game I played (baseball, basketball, soccer, etc.) I practiced after school three times a week. A young person’s life is filled [...]
