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Sales Performance

“We are what we repeatedly do. Excellence, then, is not an act, but a habit.” – Aristotle

Results are about performance. Sustained great results is about maximizing performance over time. The foundation to great performance lies in purpose, culture, values, and leadership. Performing well s developing the right strategies, the right organizational structures, putting the right talent in place, identifying the right processes, programs, systems, tools and metrics. Finally, it is about consistent execution. It’s about organizational and individual habit formation.

We work with clients in all aspects of maximizing performance. Whether it is developing strategies, recommending programs, putting the right structures and talent in place. Developing and implementing the right processes, systems and tools.

It may involve assessing current capabilities, both organizational and individual. Or assessing market and industry changes, developing recommendations for responding to those changes.

Finally, it’s about consistent execution. Training people in what needs to be done and best practices in doing these things. Measuring progress, putting corrective actions in place.

We are a collection of operations focused executives, working with our clients in developing their strategies, putting everything in place to implement those strategies, developing and supporting the change management efforts, supporting and refining the execution, then continuing to refine these to drive constant improvement.

Our goal is to help individuals and organizations to OutPeform their competition.

Sales Performance Posts

Tracing Our Problems Back To The HP-35 Scientific Calculator

I’ve come to a, perhaps rash, conclusion. The majority of challenges we face in business–at least selling–can be traced back to the HP-35 handheld scientific calculator. No it wasn’t learning Reverse Polish Notation–though I did struggle with that for a few days. Prior to the introduction of the HP-35, I had to understand arithmetic. I […]

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“Write 1000 Emails In 15 Minutes…” Let’s Stop The Insanity!!

My social feeds seem dominated with “hints and tips” for writing massive numbers of emails in the shortest periods of time. Today, I hit the tipping point, one was leveraging ChatGPT to write these emails. In reading it, the author had, apparently, discovered the concept of “mail merge,” using Google tools. And creating the “killer” […]

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Start With “Why”

No, I’m not channeling my inner Simon Sinek, but “Why” initiates very powerful diagnostic processes. My feeds are filled with posts on failure. Response rates to any kind of outbound prospecting continues to plummet. Every metric is down—opens, click throughs, phone engagement, meetings, everything is in sharp decline. While, in aggregate, companies may be hitting […]

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Productivity, Effectiveness, Efficiency

I don’t know why I’m surprised, but I was—-actually shocked. Yesterday, I opened an email from a very reputable SaaS company. I was interested because the piece was focused on understanding the difference in productivity and efficiency. And virtually everything covered was wrong–dangerously wrong. The same confusion, about these terms fills our social feeds. We […]

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Activity As A Proxy For Productivity

The good news/bad news, is that we have so many selling and marketing tools providing us endless amounts of data–particularly around activity. We can count the number of emails, opens, click throughs. We count the number of dials, voicemails, conversations. As our work, increasingly, is done through our devices, we can measure how much time […]

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Losing Focus, Prone To Distraction….

I’m sitting at my desk, staring at my computer screen—actually screens. Like you, I have dozens of windows open. Some have been open for days and I forgot about them. I have two 30 inch screens. I need them to fit all the different windows I keep open. I need them to keep me aware […]

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What If We Sold The Way Our Customers Want To Buy?

Calm down, give me a few moments to defend my case. I know it’s an absurd concept–selling the way our customers want to buy. Afterall, we have our quotas. We have our cadences, sequences, we have to reach out to hundreds or thousands of people a day, we have to constantly be pitching. We have […]

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Why Do We Measure “Working Hard” In Hours?

I happen to be in the camp of people that believe we should be working hard! We should be doing everything we can to be achieving our goals, fulfilling our responsibilities, and achieving our dreams. I’m one of those hard nosed people who believe anything short of that cheats those we work with/for, but most […]

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Going For The Upsell Before You Get The Order…..

Some of you may have read about the “cyclone storms” we are having in Northern California. Rain that we haven’t experience in at least a decade. That accompanied by powerful wind gusts. We’ve been hit by flooding and downed trees. I’ve been fortunate, my property is too high and positioned so flooding is not a […]

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THINK

A little over 40 years ago, in mid June, I walked into the lobby of 205 E42nd Street in Manhattan. I took the elevator to the 11th floor and walked in to the reception area of IBM’s NY Financial Branch Office. About a week earlier, I had graduated from UCLA with my MBA. I didn’t […]

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Performance Quotes

““Dave helped us translate our strategic planning process from an annual exercise into the development of a plan the whole organization could get behind and execute. With Dave's support, the team came together and established a clear focus and priorities. The team felt the process was valuable in developing a pragmatic plan, focused on executing those things most critical to achieving the objectives our leadership team had established. Finally, the process established a solid framework for future strategic plans. Dave not only delivered on his commitments but delivered more than was expected.” Vice President Strategy and Planning

“I got a recommendation from a business colleague to reach out to Dave regarding our sales process for our startup. So I did and shot out an email where I asked for some tips on how to better leverage our sales process. Dave responded the same day where he asked if we could hop on a call, and of course, I was a bit amazed at his willingness to go head-on with our current challenges. During our conversations, I told him about a recent deal that had stalled and asked if he had any advice on how to get in a better position moving forward. He gave me some good advice and I also got two action points I could execute immediately. The following day I had a client meeting where I held a presentation and I took one of the action points into that meeting. After the presentation was completed I got the deal, and the client highlighted the expertise we had shown with our offer. Dave’s recommendation was perhaps the one thing I felt was the game changer from what we had done in the past.” Eivind Jonassen, Cofounder and CEO

“As a result of the program on Value Propositions, we have turned around and closed sales of more than $60 million within 45 days of implementing the principles you taught us.” Senior Vice President of Global Sales

“We brought David into our company to help us with our sales and go-to market strategies. His thoughtful and systematic approach exposed areas for improvement which resulted with an improved plan. All our employees benefited, especially when each of our team members shared their knowledge and practical experience across our group. We ended up a stronger, more cohesive and focused team due to David's leadership.” Ray Connelly, Vice President of Supplier Strategy

"Partners In EXCELLENCE differentiate themselves from other consulting firms we've used by providing practical implementable deliverables and then providing support and guidance during execution. Most consultants use a canned, one-size-fits-all methodology…. Because Dave Brock has real world experience in sales, marketing and management, his recommendations are tailored to his client's environment and are readily implemented." Vice President, Marketing

“In the past couple of years David has been a critical mentor, coach and partner to me. Throughout our engagements we together developed the Sales Execution Framework (SEF) which has been foundational for the continuous personal and professional development of my team, especially in the areas sales process mechanics, sales process, sales methodology and our operating system. Hands down this is the main reason why we realized high double digit profitable growth in the past couple of years and are confident we can sustain that in the years to come" Rene Voorhorst, Senior Head Global Account Management

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