Why Is It So Hard to Create Improvements in the Sales Department?

Some people didn’t like the word “Easy” in last week’s blog post: “Six Easy Ways to Boost Your Company’s Sales Results.” For example, reader Tony Cole said:

“If it were easy then everyone would be doing it. … “Let’s address the issues of why companies, sales leaders, and salespeople fail to implement and execute basic fundamental sales processes or techniques, let alone the sophisticated process improvements you talk about here.”

I called Tony to find out more about what Read more

Using Voice of the Customer to Improve Your Sales Process

What is the common element in the following business challenges?

• A $100 million dollar medical equipment company has no data to explain their growth, so they don’t know what to do to keep growing.
• An information products company can think of dozens of things to change on their website, but doesn’t know which ones will increase sales conversion.
• A scientific instrument company knows a great deal about their technologies, but has trouble knowing what will get traction with salespeople and customers.

The common element is a lack of knowledge: What would create sufficient value to cause customers to buy more? What would Read more