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Spanish SPE – El Delfín y la Vaca
Later today, I’ll be flying to Monterrey Mexico to kick off a Sales Excellence Council. The YPS Group has done work in Canada and Bermuda over the years, but this is the first foray south of the...
View ArticleDon’t Waste Money On Sales Training
Conventional wisdom holds that continuous sales training is essential. I wonder why there isn’t more of it going on… Ask any sales manager about the need for continuous sales training and you instantly...
View ArticleYou Don’t Understand. We’re Different.
In kicking off a session with a bunch of sales reps and managers, I always try to start with a group discussion that establishes a common bond. Last week I decided to focus on something a lot of...
View ArticleAn Indispensable Sales Productivity Tool
Without fail when I talk about E-Rep and the use of social media in B2B sales the, “I don’t have the time,” issues comes up. Ughhh… Are you kidding me? Here’s a simple question: Do you have enough...
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What part of YOUR sales process is stupid too?
My daughter who lives in Brooklyn paid a visit a few weeks back. We had a great time, but when she packed, she forgot her brand new $90 electric toothbrush. That’s what led me to discover a...
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In God We Trust …everybody else bring data
What if you as a sales manager had data about your sales process like the example below. Study it. Think about it a bit. The sample company has annual sales of about $46 million and uses a six stage...
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The Three Core Principles of Sales Process Engineering
There are countless ideas, principles, facts and nuances that alone and in combination contribute to a truly outstanding performance in sales or sales management. We read the books and articles,...
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Job description for the 21st Century Sales Leader
So much is different. So much is the same. Today’s Sales Leader needs to have all kinds of knowledge and skills that couldn’t even be defined 10 or 15 years ago – the technology that brought these...
View ArticleTime to revisit your sales process?
Came across this post in the course of my daily self-education. The more I think about it, the spookier it feels. Is your sales process up to date? Does it work the way it should? Where are the holes?...
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“New School” Version of an “Old School” Tactic
Yet again, Isaac Newton’s “If I have seen further it is by standing on the shoulders of giants” came to mind as read Matt Heinz’ post about business cards. (See link below.) This time the lesson...
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Managing somebody else’s time
Good time management is one of those fundamentally, indispensable business skills. It’s rightfully part of every basic sales training course. As a sales leader, your time management aptitude is even...
View ArticleA different spin on time management
Time management has been on my mind lately. Came across the following article in my routine reading. Good stuff. How Is Your Time Being Spent? “Time available for selling” is plummeting. Several years...
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Help ‘em make better decisions
Virtually everything I read about how to differentiate products and services from the competition uses the phrase “differentiate your products and services.” And of course that makes sense. It bugs me...
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Effective Sales Capacity – The only Sales Management tool you’ll ever need
If you can get the collective brain of your sales team wrapped around the concept of Effective Sales Capacity, you’ll have taken a massive step toward effectively measuring and continuously improving...
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Your customers are making lousy decisions
“As anyone who has ever seen groupthink in action knows, any number of otherwise intelligent people can come to agree on nonsense.” According to the above quoted recent article in the Harvard Business...
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A fool’s errand for the Sales Manager
Nobody can manage achievement of the top line sales number. NOBODY!!! Not you. Not your boss. Not the greatest Sales Manager who ever lived. Trying to manage a result is a fool’s errand. (Ummm, you’re...
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Your competitor is NOT “the competition”
Two giant competitive changes in the selling environment have already happened. Either one by itself blows your traditional sales process out of the water. Both have to do with your competition....
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You don’t understand, we’re different
Ever have a customer tell you some version of, “You don’t understand, we’re different?” You respond, I’m sure, with some version of, “Of course, your organization is unique, that’s why I would like to...
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Reputation
P. T. Barnum Before I make the serious point (which by the way has to do with your reputation), I’ve got to share the chuckle that led me to write this… P. T. Barnum’s executive assistant once asked...
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A “failed” effort at sharing Best Practices
Had lunch with a past client last week – a VP of Sales. I had worked with him and his company on a Sales Process Engineering project over the course of 21 months. We use a “teach ‘em how to fish”...
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