Closing the Gaps: New Selling Strategies For a New Reality
Today's organization is faced with not one, not two, but three fundamental "gaps" that limit sales, revenue, and the bottom line. The gaps are:...
Smart Management: Selling Into 2010: A Cause for Optimism?
Most everyone was happy to bid the sales year of 2009 a speedy farewell. Sales leaders (like others) have entered 2010 with more optimism...
Stepping up to the plate
Most sales leaders have a queasy feeling about 2009. Sobering front-page news is easily trumped by sales personnel reporting "customers are becoming pickier." Some...
Smart Management: Sales Quotas for ’09: Managing With Uncertainty
Many organizations would prefer to manage the sales force without quotas. They are hard to set, always subject to challenge, and frequently get trumped...
Smart Management: How To Make 2009 A Sales Winner
A recent survey of sales executives at more than 200 companies, conducted at the close of the first quarter, revealed continued concern about sales...
Smart Management: Solving The Sales Productivity Dilemma
Yes, you need to grow sales. As your company emerges from the recession, senior management is challenging you—the sales leader—to increase sales growth....
Smart Management: Is Sales Force Transformation Right For You?
Sales force transformation is one of the most popular initiatives among leading sales organizations. It offers the promise of improved performance, better productivity, and...
Smart Management: Great First-Line Sales Managers
What's the secret ingredient for great first-line sales managers? Seasoned managers respond with a handful of descriptions when asked this question: "Always hits the...
Is Your Client Newsletter Boring Your Customers to Death?
The typical client newsletter is one of the most mind-numbingly boring pieces of mail ever sent to consumers. The main reason is that most...
Sales Compensation for Tough Times
This phrase had iconic status during the depression of the 1930's. It represented personal hopelessness and the need to rely on others in a...
