Don’t Wait Until Its Too Late To Fix Your Sales Process

During the historic rains in Georgia last week I was putting out buckets to catch water leaking from the ceiling around my family room fireplace. At the same time leaking water was ruining the carpet and drywall in two rooms of my basement. I was reminded of Read more

How to measure new vs existing account processes (members only)

Marco, a SPIF! member in Europe, wrote to ask me this question:

Hey Michael, How would you handle this situation in the context of measurement: A salesperson acquires a new account but the initial order is low say $500.  At the same time the forecasted annual sales volume for this account is $20,000. If in the sales production diagram you record this transaction the amount would be $500 for that week or month. But then this account passes to the keeping phase as it is an acquired account where it will start to purchase more in the following months. So my question is, new business seems to be only $500 but in practice it will be much more than that, how would you record or handle this scenario. Which metrics are the most appropriate?

Marco, Thanks for your question. If I understand properly, you are pointing out that in some businesses success is a matter of generating additional revenue from existing accounts, rather Read more

Why Is Sales Productivity So Hard to Improve?

Should sales productivity be improving in your company?

If it should be, then year over year you should be able to measure the increase in whatever Output / Input terms you chose:

Revenue Cost of sales (and marketing)

Quantity of orders Quantity of opportunities

Revenue Full-time Read more

How to Sell Process to Your VP of Sales (members only)

Three Principles that Engage Sales Minds and Hearts to Improve Discipline, Measurement, and Performance

Many a company president, general manager, or company owner has struggled with Sales VPs who resist process improvement. This webinar presents Todd Youngblood’s approach to engaging sales executives who are resistant to process thinking. In it, he presents three principles that help them to take Read more