Business people, particularly sales, are obsessed with numbers. We measure … [Read more...]
Tag: Sales Management
The Numbers Are, Well, Just Numbers....
Who's Responsible For Sales Enablement? Posted on June, 2018
Long time readers might accuse me of asking a trick question. The obvious … [Read more...]
What's With All These F#!@&*g Reviews!!! Stop Wasting My Time! Posted on June, 2018
It seems managers are always asking for and conducting reviews. Sales people … [Read more...]
What If Sales Enablement Is A "Rotational Assignment?" Posted on June, 2018
I always hate starting a post with a pile of disclaimers. In some of my recent … [Read more...]
Freeing Up "Time To Sell" Is BS! Posted on June, 2018
A friend forwarded me an article entitled, "Giving People More Time To Sell Is … [Read more...]
Sales Manager, Are You Doing Your Job? Posted on May, 2018
Monthly, I get into discussions with well intended sales managers--all are … [Read more...]
What You've Always Been Doing Won't Get You Where You Want To Be. Posted on May, 2018
I do dozens of business reviews with all sorts of organizations, globally. Many … [Read more...]
Metric Fixation Posted on May, 2018
We are consumed by metrics. We measure everything--Activity levels, … [Read more...]
Are We Enabling Or Crippling Our Sales People? Posted on May, 2018
Enablement is one of those $100 words as you read anything in the sales and … [Read more...]
It's Harder To Sell Within Our Own Companies! Posted on March, 2018
Tibor Shanto posed an interesting situation in a LinkedIn discussion: Got an … [Read more...]
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