Salespeople Can't Help Navigate the Customer's Journey without Listening for Directions

By |December 1st, 2016|Sales Performance Management (SPM)|

“Cheshire Puss… Would you tell me, please, which way I ought to go from here?” “That depends a good deal on where you want to get to,” said the Cat. “I don’t much care where,” [...]

Solving Sales Operations’ Biggest Challenges

By |April 4th, 2016|Sales Performance Management (SPM)|

Sales operations leaders play a crucial role in translating their businesses’ objectives into actionable plans and programs for the sales force and, ultimately, achieving sales growth. That role is becoming ever more crucial, a Sales [...]

Sink or Swim: are You Giving Sales Managers the Tools and Skills They Need to Keep Afloat?

By |March 21st, 2016|Sales Performance Management (SPM)|

Sales managers have one of the oddest routes to leadership of anyone in business. Essentially it is this: they show exceptional skill over time at one task – selling – and eventually they are tapped [...]

Coaching the Coach: Shortcuts to Great Sales Performance Management

By |August 11th, 2015|Sales Performance Management (SPM)|

Being a sales manager is tough. In many cases, managers started out as great salespeople, and after they proved their capabilities they were tapped for management – a role that demands an entirely new set [...]

In a Sales 2.0 World. You Need Learning to Keep Sales Relevant

By |October 31st, 2014|Sales Performance Management (SPM)|

New sales hires take an average of 10 months to become fully productive, according to CSO Insights. Because they’re just starting the learning curve, that tends to be where they get the most attention from [...]

The Ongoing Evolution of the Salesperson: Adapt or Die

By |September 29th, 2014|Sales Performance Management (SPM)|

Like everything else in business, sales has evolved. Evolution is not a voluntary thing – if conditions allowed it, dinosaurs would still roam the earth. But conditions change, and the dinosaurs failed to change with [...]

Hiring Salespeople: their Key Attributes, and the Technology to Capitalize on Them

By |September 22nd, 2014|Sales Performance Management (SPM)|

A recent article on Forbes spotlights how Southwest Airlines hires people with a key attribute – empathy. One of the things they do with prospective flight attendants is to gather a number of them together [...]

How to Eliminate Waste in Your Sales Process

By |August 21st, 2014|Sales Performance Management (SPM)|

According to Smart Selling Tools, only 35% of a sales rep's time is spent selling. What about the remaining 65%? Is it full of Muda? What is Muda? Muda is a Japanese word meaning waste [...]

Want to Clone Your Best Sales Reps?

By |July 11th, 2014|Sales Performance Management (SPM)|

Who said cloning is only for sheep and pigs? While Dolly the sheep did not survive past her sixth birthday and cloning technologies are not efficient enough, just yet for humans; there are technologies out [...]

Where Are You With Your SPM?

By |July 10th, 2014|Sales Performance Management (SPM)|

As head of sales operations I constantly work to drive efficiencies within my sales organization and advise customers on the same. Along the way, I’ve noticed something that never fails to shock me: even very [...]