[vc_row][vc_column width="1/1"][vc_column_text]As we talk with business owners and executives around the country we’re consistently told that it is a struggle to create a repeatable, scalable selling organization. The challenges begin with attracting and hiring the...
[vc_row][vc_column width="1/1"][vc_column_text]Over the years since it was first introduced, Customer Relationship Management (CRM) software has become a critical part of the sales infrastructure of successful organizations. Done right, it can be one of your greatest...
Too many business leaders spend too much time thinking product, not sales – and certainly not sales processes and support. Ask them what they are doing to grow their bottom line and they’ll tell you they hired a few reps and cut them loose in the field. After all,...
[vc_row][vc_column width="1/1"][vc_column_text]In his HBR blog post, Building a Shared Mental Model to Rekindle Collaboration, Jason Green, a Principal with The Cambridge Group, talks about how a “Mental Model” (or shared goals and objectives among all members of an...
[vc_row][vc_column width="1/1"][vc_column_text]Our last post talked about how to recruit and hire top performers. As with any team, getting the right players on the roster is a good place to start. It is then up to management to help them reach their potential through...
[vc_row][vc_column width="1/1"][vc_column_text]Over the years a lot of research has been done trying to pinpoint whether salespeople are “made” or “born,” what characteristics top sales performers have in common and what drives them to succeed. Considering the high...
[vc_row][vc_column width="1/1"][vc_column_text]There are a lot of elements that go into the making of a good sales team, not the least of which is leadership. It is the leader after all who sets the pace, the expectations and the procedures for the team to follow. As...
[vc_row][vc_column width="1/1"][vc_column_text]Marketers are told time and time again that the first order if business is KNOWING YOUR CUSTOMER. You can write fabulous content, lay it out in a beautiful spread and send it out via multiple channels, but if what you...
[vc_row][vc_column width="1/1"][vc_column_text]In our July 2010 article Finding and Hiring Great Salespeople we talked about the fact that the best salespeople possess a high energy level, have an internal drive to succeed, have a good grasp on the science of...
[vc_row][vc_column width="1/1"][vc_column_text]As Phil Jackson once said, "Good teams become great ones when the members trust each other enough to surrender the Me for the We." Trust starts at the top. Cohesive teams must be supported by experienced leadership and...
