When Good Salespeople Go Bad

Why do Slumps happen, and how to can we coach reps through them? Salespeople have at least one thing in common with pro baseball players: Slumps. All major leaguers – even all-stars – go through extended periods where they can’t get a hit. Pressure builds. Confidence erodes. After a while a player can feel so defeated, so helpless, that his attitude virtuall ...

Win Free Tickets to the 2014 Sales Force Productivity Conference

Want to win a free ticket to the top sales management conference of the year?   The Sales Management Association is looking forward to hosting the fourth annual Sales Force Productivity Conference in Atlanta, September 15-17, 2014, and we’ve come up with a fun way to get you involved.   What is the event? The Sales Force Productivity Conference is the premi ...

“Friend” Your Millennials

By 2025, 3 out of every 4 workers worldwide will be Millennials (Time). Is that shocking to anyone else? One of the most impassioned discussions I heard at Columbia University’s recent Sales Thought Leadership Conference surrounded the younger generation and how they communicate in the workplace. Many were irked by their 20-something employees’ aversion to picking up the phone or - god forbid ...

Is the “Cloud” Nebulous to You?

  You probably know what it is, but do you know why the Cloud matters to your sales organization?   The Cloud has changed how buyers buy, how employees work, and how sellers go to market. Everything is faster. There is an expectation of instant gratification. With this shift, the way we think about selling and sales management must evolve.   Technology has a significant impact on people management. In our webinar, Managing the Cloud-Enabled Sales ...

Your Crummy Sales Reports Are Costing You a Bundle

Sales management considers performance reporting essential, and sales managers are often the loudest constituents served by sales operations departments. But our recent research suggests that salespeople, not their managers, may be a more important “customer” for performance reporting. Our study’s 85 participating business-to-business firms rated the amount of time their salespeople and s ...