Create. Increase. Accelerate. tm
Darwin Meets Sales
March 23, 2010
Several weeks ago Matt and I were attending the International Association of Outsourcing Professionals (IAOP) World Summit in Orlando, Florida. We were there to present ”How to Grow Outsourcing Revenues” to the service providers attending the event. The event was held at a Disney World Resort so there was a good mix of both professionals and families staying at the property. At the end of the... Read More...
Do Not Hire Part 5 – Time to Recruit
March 3, 2010
The Don’t Hire That Rep series has suggested sales leaders consider taking a different approach to investing their sales budget when faced with an open hiring requisition. Instead of hiring a replacement rep(s) we propose re-investing that same hiring and employment cost into the remaining, successful sales team by implementing an in-bound and out-bound lead generation program. We also identify... Read More...
Do Not Hire Part 4 – Evaluating Lead Management Systems
February 22, 2010
Part 1 of the Do Not Hire That Rep series suggested sales leaders not automatically replace the bottom performing sales rep (or bottom 10%) when management decision or attrition takes them out of the organization. Part 2 said that instead, investing that same cost into the remaining, successful sales team provides a greater likelihood of returns – particularly when compared to the low odds for... Read More...
Sales 2.0 May Put You Out of Business
February 4, 2010
Dan and I recently hosted a brainstorming coffee meeting with a couple business owners considering dipping their toes into sales 2.0, in this case weekly blogging, modest social networking and establishing an entry level in-bound lead generation programs. They could clearly envision the potential benefits once things were up and functioning, but still were not ready to pull the trigger on this overhaul... Read More...
Do Not Hire Part 3 – Lead Management Best Practices
February 2, 2010
Part 1 of the Do Not Hire That Rep series suggested not automatically replacing a bottom performing sales rep when management decision or attrition takes them out of the organization. Part 2 said that instead, investing more in the remaining, successful sales team provides a greater likelihood of returns compared to the low odds most see with new sale hires right now. In Part 3, let’s explore... Read More...
Do Not Hire Part 2 – Create Leads Instead
January 26, 2010
In Do Not Hire That Sales Rep I suggested that when replacing a sales person that was not making the grade there could be a better way to use those sales expense dollars to achieve the revenue target. Instead, we find that investing more into the sales team members that are making the plan greatly increases your likelihood of success – and provides a huge positive motivational impact to your team. Where... Read More...
Do Not Hire That Sales Rep!
January 21, 2010
We’ve all been there, your sales team is down one or more members due to planned – or unplanned attrition. (Usually the attrition is of the planned variety). The sales person was not making their number, their pipeline was deficient, activity might have been evident but the results were not, so action had to be taken. You now have an open position with quota associated with it so you must... Read More...
Digital Tools for the Sales Playbook
January 14, 2010
The new sales economy demands that we make major changes to the way we prospect and qualify accounts. In the not too distant past we had the luxury of going through what was sometimes a lengthy discovery/qualification process followed by a solution design phase and finally an evaluation and closing phase. We were happy if we closed 15-20 percent of the opportunities we pursued. The current economy... Read More...
It’s a New Sales Year. Those Compensation Plans Done Yet?
January 11, 2010
By now you have your 2010 revenue plan locked in place, your sales team is refreshed and at full strength, and your pipeline is purged of all unqualified opportunities. You are ready to start out 2010 strong, right? Well, maybe not. If your 2010 sales incentive compensation plan has not been implemented you are still sitting at the starting gate. Compensation plans are often the last component of... Read More...
CEOs, Change Your Company’s Sales Model Now!
January 10, 2010
Company leaders who are implementing sales best practices, challenging the traditional selling model, investing wisely in sales technology, and benchmarking as many key metrics as possible are generating tremendous ROI for themselves and their shareholders. In sales terms, these leaders are winning more deals, closing bigger contracts and grabbing more market share. Looking for breakout gains? ... Read More...
