During the last sales management training session I facilitated, one of the mangers in the room stated that based on analysis of their pipeline data, “We win in 61 days, and we lose in 186 days.” This reinforces the importance of establishing qualifying criteria early on for both marketing andContinue Reading
When sales managers are asked to name their top challenge, they consistently say it is holding sales people accountable and motivating them on an ongoing basis. What I find is that sales managers tend to focus on managing their sales people to results from month-to-month, or quarter-to-quarter. There is littleContinue Reading
Join me and other senior sales, marketing, and operational executives on September 11 in Lexington, MA for a half-day workshop that promises to help you find ways to improve revenue performance. Sponsored by Sales & Marketing Executives International (SMEI), this workshop will help you recognize what is keeping your sales organizationContinue Reading
I recently read “Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance” by Jason Jordan and Michelle Vazzana. The authors present a central premise that is so obvious but it’s one I see routinely ignored in sales management: You can’t manage to revenue results. Or, asContinue Reading
