How much do you charge for your services? It is a question every business owner struggles to answer and a quota corporate managers wrestle to maintain in a world of very tight margins. Do you compete based on economies of scale, or do you specialize in a more customized boutique business where quality is …
By Mark Fenner It’s Time for a People Inventory Taking inventory is something a lot of businesses do monthly, or at least annually. They log what’s on the shelves, what’s in the warehouse, which items are hot sellers, and which ones are not. But what most businesses need to do – and they don’t – …
Contributing author: Steve Deighton Do you think your salespeople were born to sell? Most sales managers are aware that 50% of the people in sales are not cut out for sales. Furthermore, half of the people who are actually cut out for sales are selling the wrong product or service. This leaves us with about …
Do Your Salespeople Have the Right Selling Traits? Read More »
By Diamond Richardson Sales strategy professor Steve W. Martin estimates that 70 percent of salespeople are born with natural skills and instincts that make them great at their jobs. While most sales managers would agree with this, it is easy to fall into the trap of using statistics such as these as an excuse to …
Guest Post by Mike Kunkle In my previous post I shared the foundation of sales transformation work, as I see it, which is that sales force transformation is a holistic approach that aligns performance levers to optimize sales results. I also shared that a highly-customized approach was required for the best results. But since the …
Send Out an SOS for Sales Optimization Secrets – Part 2 Read More »
Guest Post by Mike Kunkle According to various sources, I keep hearing that the average lifespan of a senior sales leader these days is 18-24 months. I’m not sure about you, but when I entered the sales profession in 1984, I never thought I’d see the day when the career tenure of the top organizational …
By Jaylyn Schumpert “Salespeople are born, not made”- true or false statement? According to a Harvard Business Review article by Steve W. Martin, 70 percent of top salespeople are born with natural instincts that make them successful, and the other 30 percent are self-made and must learn to be successful without natural sales instincts. Martin …
Death of Success: 6 Damaging Behaviors Salespeople Should Avoid Read More »
By Christina Krenek How do you feel about the economy? Well, the average U.S. economic confidence rate from Gallup increased 3 points in May to -17, which is the highest monthly average we’ve seen in over four years! Gallup’s Economic Confidence Index is based on how Americans rate the current economic state and their perception …
A Look Inside the Retail Industry: 3 Tips for Success Read More »
