What Can You Tell From These Sales Process Behavior Charts?
Pictures are worth a thousand words, especially when it comes to measuring sales and marketing production.
Measuring Sales Production Correctly
Figure 1 below contains two process behavior charts showing production measurements from a B2B company’s sales process. The first shows the quantity of qualified opportunities generated per month. The second shows Read more
What is The Problem Behind Your Sales Problem?
There is an interesting saying among psychotherapists that goes:
“Don’t try to solve anyone’s problems until you find out why they like having them.”
Think about that. Therapists know they can’t solve any patient’s problem until they understand the story hidden behind the problem. Now, please don’t think I’m saying sales organizations need therapy, or that sales executives like Read more
5 Whys Applied to Why Companies Don’t Get Results from Sales Training
Last week, on the customer collective website, Dave Brock and Christian Maurer drilled into an interesting issue: Why don’t companies get the results they expect from sales training? (Sales Managers, Use it or Lose It, by Dave Brock)
The 5 Whys Applied to Sales Training
Dave pointed out that when sales managers didn’t coach salespeople in the use of the tools and templates that came with the training, there was no way the training could have an effect. Christian Maurer picked up the trail Read more
The Hidden Obstacle to Improving Sales Performance: Systems Thinking
Last week’s blog post, “Why Is It So Hard to Create Improvements in the Sales Department?” listed six examples of companies who tried and failed to improve sales results. All shared the same root cause. Read more
