Monthly Archives: January 2011

Measure Your Sales Productivity by Your Customer’s Actions

Posted on January 24, 2011 by John

Kevin Davis’ new book, Slow Down, Sell Faster, thoughtfully explains how sales people can speed up business-to-business sales by slowing down to get into synch with each customer’s buying process. The key to this, in Davis’ view, is to match … Continue reading →

Posted in Craftsmanship, Process, Productivity, Return on Effort, Sales cycles, Training | Tagged , , | Leave a comment

Sales Productivity Requires Nurturing the Practical Wisdom of Sales People

Posted on January 11, 2011 by John

In a recent TED talk, Barry Schwartz talks of the need for more practical wisdom in the ways work gets done. Many of his points resonated with me in terms of issues we’ve been discussing with clients and colleagues. In … Continue reading →

Posted in Craftsmanship, Curiosity, Productivity, Return on Effort, Training | Tagged , , , | Leave a comment