I'm sure there are some snarky reactions, "Well thanks for the insight Dave, I … [Read more...]
Category: Performance
Category: Performance
Sales People Do What You Measure And Compensate Them To Do!
Sometimes Revenue Is The Wrong Sales Metric Posted on May, 2013
Sales people are accountable for generating revenue-----Duuuuggghh! Ask a sales … [Read more...]
Conditions Of Employment Posted on May, 2013
A warning to my readers, I tend to be a little hard nosed every once in a … [Read more...]
Sales Role Agility Posted on May, 2013
It's human nature to categorize things and people. It enables us to build … [Read more...]
Sales Operations, Serving Sales People---An Interview With Tony Walker Posted on May, 2013
Over the next several months, I'll be interviewing a number of Sales Operations … [Read more...]
Try Selling Sand Posted on May, 2013
As much as sales people try to sell solutions or sell value, too often they fall … [Read more...]
On LinkedIn And Recommendations Posted on May, 2013
Perhaps, some "guru" has just published something about the importance of … [Read more...]
Doing The Right Thing, Doing Things Right Posted on May, 2013
I believe there is a basic sense of honesty and integrity to the way people … [Read more...]
But Your Price Is Still Too High! Posted on May, 2013
My post, "But Your Price Is Too High" has generated well over 100 comments … [Read more...]
"Can I Give You A Quote?" Posted on April, 2013
Within the space of 45 minutes today, I get two calls from sales people--each … [Read more...]
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