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Making A Difference – Thoughts, Observations and Opinions
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.
Latest Posts
The Problem With Turnover
Before my non-US followers get in an uproar, I’m not talking about the revenue type of turnover. I wanted to spend some time discussing sales rep turnover. I worry too many sales executives spend too little time understanding turnover and it’s impact on the organization. Even worse, are those leaders who tend to think of people as commodities, churning through people continuously (but those folks are probably not reading blogs like mine). Depending on the size of the organization and the level of turnover, it can be costing the organization $100’s of millions to billions each year. Several years ago, I […]
All Revenue Is Not Created Equal!
It probably sounds like heresy to talk about “Good Revenue” and “Bad Revenue,” particularly when you’re struggling to make your numbers and everything seems good. But that’s just the point, understanding what “Good Revenue” is, focusing on finding it, minimizing our time chasing “Bad Revenue” makes achieving the numbers much easier! Now that I’ve thoroughly confused you, let me try to drive some clarity into the idea. Good revenue not only provides you the cash you get from the specific deal, but position you to build upon that base, creating more revenue, more easily. That may come through follow on sales […]
Performance Improvement — Looking In The Mirror First!
I get a lot of calls and notes from people genuinely interested in performance improvement. Often, it’s managers saying, “My team isn’t doing what they need to be doing,” or “This one person isn’t really cutting it.” Sometimes, it’s from sales people saying, “I know I could do better, but my [insert company, manager, CRM, tools, lack of training, even customers] are holding me back.” It’s human nature to look at the barriers to performance improvement as external. We tend to think, “If only these weren’t in my way, I could do fantastic.” I’m not talking about the chronic whiners or […]
We’re Efficient, But What Does That Do To The Customer Experience?
The other day, Jim Keenan and I were chatting about a number of things (mostly my envy of his upcoming ski vacation at “Bump School.”) We started talking about productivity tools—some that each of us were using and some errors we see customers making. After our conversation, I started reflecting on the unintended consequences of many of our efficiency initiatives. Before I go further, let me be clear, I think effectiveness and efficiency are critical. Our efficiency initiatives must complement and reinforce our effectiveness initiatives—and that’s often where things start going a little crazy. Too often, it seems our strives for […]
Stop Reading Books/Blogs On Selling!
Before many of my friends who’ve written quite outstanding books/blogs on Selling get up in arms, let me re-phrase this, “Stop reading ONLY books/blogs on selling!” Also, selfishly, I want more and more folks to be reading this blog – so please don’t stop. There are a lot of great books on sales and marketing. Right now, I’m reviewing about 15 books that are either just published or soon to be published. I always find something new in each of them–perhaps it’s a different twist on something I already knew, perhaps it’s a tidbit in an area that I’m not really knowledgeable […]
“Checking In,” Is Not A Next Step!
For those of you that know me, this won’t be a stunning confession, but I really struggle with my impatience. I try to rein it in–I’ve stopped tapping my pen, incessantly, on tables in meetings (though my legs are bouncing up and down under the table). I’ve learned to count to 10–well maybe 100, before jumping in on a review. But my tolerance level for waiting is virtually non-existent. So in deal reviews and pipeline reviews, it’s not unusual for me to interrupt, cutting to the chase, asking “What’s next, when will it happen?” It seems an obvious question and critical […]