Sales Management
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There are a lot of myths in the world of sales. Unfortunately for CEOs who don’t come from a sales background, they get fooled by these myths. They mistake them for “conventional wisdom” because they hear them so often. Even for CEOs who come from a sales background, it’s easy to believe what they hear…
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Ask yourself if this sounds familiar. You ask one of your employees or team members about an opportunity with a potential new customer. “Looks good,” he says. “Why’s that?” you ask. (credit: giphy) “They liked what we had to show them. I feel good about it.” You ask, “What’s the next step?” “I’m waiting to…
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Probably an eight minute read In October, I got a call from a company’s COO out of New York. We’d talked before, and I’d done some training for his company, so he was familiar with me. He said, “Adam, we need to talk. Sales missed their goal last quarter, and this one isn’t looking…
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Some businesses run on referrals. It’s usually because: A. Actually a lower cost of sale to have people refer business to you than search for those deals one by one; B. The service is purchased based on trust (consulting, law, etc…); C. Someone’s afraid to prospect. Let’s skip category C for now, and focus on…
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In the middle of a 0-10 football season in high school, one of our coaches said, “Everyone says you suck. Just don’t suck.” To which one of our players responded, “Thanks for the inspiration, Lombardi.” After the laughs wore off, there was some truth to what our coach said: sometimes, having success doesn’t mean being…
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Mission ImPossible: 4 Steps to Finding the Truth in Your Pipeline Let me know if this scenario sounds familiar… You’ve got a sales team (of some sort). You’re invested in marketing. You’ve got some sales leader or a group of them who are responsible for “driving revenue.” And you’ve got goals for growing your company…
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The Sales Engine and How We Build It. The Basics. At a certain point in consulting, you start realizing you’re doing the same thing over and over again, even if you didn’t mean to. You see that most companies need the same things, to different degrees. So in an effort to make my own life…
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Manager, Do Your Job. The 5 Tasks A Manager (Or Small Business Owner) Must Do The most important work of a manager’s role is usually neglected. Why? Perhaps it’s because the manager believes they “hire adults” and “don’t have time to babysit.” It could be a misunderstanding of modern leadership. It could be that they’re…
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The Manager’s Concern Is it in the right place? A solid manager I coach recently shared a challenge he has right now. Him: “I was just given our number for the year.” Me: “And?” Him: “It’s big. It’s really big.” Me: “Ok. How do you feel about that?” Him: “I’ve got concerns, man.” Me: “Do…
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How to do compensation? At least for sales. In the last 8 weeks, four companies have asked me about compensation design for salespeople. The reasons for the conversations varied from company to company. In one case, the role the CEO had imagined for sales had changed, and he needed to invest more in post-sales service.…
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