This is the second in my continuing series on Personal Performance Metrics. … [Read more...]
Tag: Sales Training
Performance Metric Friday - Pipeline Flow/Velocity
Innovation In Sales Posted on August, 2011
Innovation In Sales---sounds a little like an oxymoron, something like sales … [Read more...]
How Do All The Pieces Fit Together? Posted on August, 2011
Over the past couple of weeks, I've had a number of conversations with very … [Read more...]
Quantity Or Quality Posted on July, 2011
For those of you that follow me, you may think, "Here's Dave ranting about … [Read more...]
It's Not About The Questions, It's The Conversation Posted on July, 2011
There's a huge amount of discussion about questions in selling. Entire books … [Read more...]
We Want To Improve Sales Effectiveness..... Posted on July, 2011
“’We want to improve sales effectiveness!” is often the starting point of many … [Read more...]
Sales Training--Sustained Performance Or The Sugar High? Posted on June, 2011
Every year, US companies invest $4-6 Billion in training (From a person who … [Read more...]
Succeeding, Winning, Exceeding Expectations---And Accomplishing Remarkable Things! Posted on April, 2011
50% of sales people failed to achieve their quotas last year. We all faced … [Read more...]
Are You Playing For Table Stakes, Or Are You Differentiated? Posted on April, 2011
It used to be great products that set us apart—more features, functions, bells … [Read more...]
Are We Building Our Sales People's Leadership Capabilities? Posted on April, 2011
More and more the thought of a sales person as an "individual contributor" or … [Read more...]