Partners in EXCELLENCE - Making a Difference
This is Dave Brock’s Blog.
It offers my views on a variety of business, sales, marketing, and leadership topic. My goal is to make a difference for you, the reader, in both your professional and personal lives.
Daily, my inbox, voicemail, texts, and social feeds are filled with prospecting outreaches–people trying to sell me, helping me sell more/better. As you might guess, most of it is appalling! One wonders, if they represent their company/products/services/themselves so poorly, how would they represent our company? If their attempts at selling themselves is so bad, how could they ever do anything that would produce the kind of results we want? This morning, I got an InMail from someone who’s company apparently “hounds” prospects for leads: David: I created an 11 minute “behind the scenes” video that shows exactly how we are […]
Read MoreA great client and I were having a conversation about sales performance. He’s the manager of a high performing sales team–but it hasn’t always been that way. We were discussing the “before” and “after.” He characterized the “before” as heavily activity oriented. Each sales person had activity metrics–numbers of prospecting calls, numbers of customer meetings, numbers of proposals, numbers of bathroom breaks—OK, just seeing if you are paying attention. Everything was measured, coaching focused on making the numbers–the activity numbers, not the goals/outcomes. For a while that approach was OK, they were making their goals. As goals increased, as the […]
Read MoreIncreasingly, there is a tendency to measure our value by activities and our “busyness.” Managers set activity metrics, rigorously measuring performance against those metrics. Sales people rush from activity to activity, seldom having the time to meet their goals. We implement new technologies, enabling our people to increase the number of activities they can accomplish in a given period. And when those activities fail to achieve the outcomes we want, we just increase the activity requirements. The thinking is always, “we will produce more results if we just do more….” Yet the market data shows year after year of declining […]
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