In January, sales coach and consultant Mike McCormac posted an interesting blog article entitled Top Five Problems Facing Sales Leaders in 2012. It’s a bit long, but a decent read and worth passing on.
The “Five Problems” he addresses (missed objectives, insufficient pipeline, coming up with realistic forecasts, sales team effectiveness and overall poor profitability) are more a series of symptoms that could all fall under one label that no one really wants to hear: mismanagement. To put it more succinctly, in many cases it is the overall company sales structure that is the problem. The good news: it is also the opportunity. Read the rest of this entry »
What can a business development professional learn from an Olympic swimmer? Work smart not just hard, pay attention to the details and stay calibrated.
With 20 years in the sport and 16 Olympic medals (14 of them gold) under his belt, many would assume that Michael Phelps knows all there is to know about swimming. Training for him at this point is just repetition right? What else is left to work on? Wrong. In a recent interview Read the rest of this entry »
Our last post, Are Your Sales Representatives the CEOs of their Territories? touched on the 3T’s every sales representative needs to have in order to really take ownership of their territory. This one will take it one step further and discuss how those 3T’s apply to the three basic steps they need to take to Read the rest of this entry »
No one goes into business to fail. In fact most of us gutsy enough to start off on our own have a fair amount of confidence and do so full of hope and visions of prosperity. The truth of the matter though is that many new businesses never make it past start-up phase. In fact, statistics show that 44% of businesses fail by their third year in business. Of those that do “make” it, there are many that never grow to their full potential.
While there are always exceptions, for the most part, businesses that succeed are Read the rest of this entry »
In 1984, Eliyahu Goldratt introduced his Theory of Constraints in a business novel co-written by Jeff Cox entitled “The Goal.”
The theory itself is that constraints (or system bottlenecks) in and of themselves are not inherently bad – it is how you deal with them that counts. It is about taking a step back and approaching an old problem in a new way. And it is about adjusting systems to embrace new technology as it is introduced instead of trying to fit the new technology into the old mold. Read the rest of this entry »