Do you have trouble anticipating what your sales will be from month to month? Do your sales people have difficulty giving you an accurate forecast on what they will produce each month?
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Topics: Work Process Flow Charts, Dave Kurlan, Sales Discipline, Baseline Selling
Last blog we discussed the Fourth Discipline, developing work process flow charts. Would it surprise you to discover that 91% of small to midsized business don’t have a formal structured sales process? One of our strategic partners is Objective Management Group. OMG is the originator of sales force evaluations and have evaluated over 8500 different sales forces, and 450,000 sales people. Most of the businesses they evaluate are larger companies since in order to evaluate sales teams; you need four or more sales people and managers. The 91% number comes for their evaluations of these 8500 companies. You can imagine what that number might be for sales teams smaller than 4 people.
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Topics: Work Process Flow Charts, Objective Management Group, priorities, Sales Evaluation, Sales Discipline
It's discouraging to discover that if you're spending time on your proposal, talking about your solution, your company and the future you're putting your focus on the wrong things to make a sale.
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Topics: Sales Process, One Thing, One Page Strategic Plan, Sales Discipline, Diagnostic Business Development Process
The first day of medical school students visit the morgue. This is where their mistakes end up they are reminded. Nothing quite as dramatic is done for sales people, however if you have an idea how to impact salespeople in a like manner please suggest it!
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Topics: Sales Process, Discipline Plan, Sales Training, Sales Discipline, Jeff Thull
You’ve just had a delicious meal at a fine restaurant, your waiter or waitress approaches to present you with the bill. What can he or she do to significantly increase the tip you will give them?
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Topics: Growth Summit, Sales Discipline, Persausion Principle, Power of Persausion
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