Category Archives: New hires

co-authored with John Holland, Co-founder, CustomerCentric Selling In a recent presentation for Corporate Visions, Scott Santucci of Forrester Research noted that  CEOs are increasingly worried that their selling systems are not adapting quickly enough to accommodate changing business strategies. In … Continue reading

Posted in Metrics, New hires, Process, Productivity, Results, Return on Effort, Sales coaching, Sales cycles | Tagged | Leave a comment

There’s a commonly held view that sales is a numbers game and success depends upon how hard Reps try. Most sales organizations measure day-to-day sales performance by counting activity. How many: calls were made, meetings were conducted, proposals were issued, … Continue reading

Posted in Change management, Curiosity, Metrics, New hires, Process, Results, Return on Effort, Sales coaching | Tagged , , , , , , , | Leave a comment

Attended the Sales & Marketing 2.0 Conference earlier this week. It was time well spent. Four themes emerged: ONE: BUYERS NEED HELP + SAAVY FIRMS ARE RESPONDING Buyers are looking for sellers that can create more value, faster. At the … Continue reading

Posted in Change management, Craftsmanship, Metrics, New hires, Process, Productivity, Results, Return on Effort, Sales coaching, Sales cycles, Training | Tagged , , , | Leave a comment

At the AA-ISP Leadership Summit, forward-thinking sales leaders compared notes on what best-in-class inside sales teams are doing to improve their performance. Industry leaders briefed attendees on the results of their initiatives + reflections on industry trends.  Attending vendors shared … Continue reading

Posted in Change management, Conversations, Craftsmanship, Metrics, New hires, Process, Productivity, Sales coaching, Sales cycles, Training | Tagged | Leave a comment

Improving the productivity of an existing sales team holds enormous promise for new competitive advantages. A recent HBR article on the new science of sales productivity hints at the scope of the achievable. The authors provide a useful comparison of … Continue reading

Posted in Metrics, New hires, Process, Productivity, Results | Tagged | 1 Comment

CSO Insights’ 2009 sales performance Optimization Report is the latest industry report to confirm declines in B2B sales productivity and note that associated challenges faced by sales reps and their managers. For anyone looking to confirm their instincts that ‘life … Continue reading

Posted in Metrics, New hires, Productivity, Training | 1 Comment

Selling business-to-business is time consuming and effort laden. It’s increasingly taking more time and more effort. String together the findings of several industry studies and it becomes clear that something isn’t working. As noted in our just released whitepaper: win … Continue reading

Posted in New hires, Productivity, Sales cycles | Tagged , | Leave a comment

With thanks to Verne Harnish for drawing it to my attention, IDC recently released a study noting that sales productivity is the top concern for CEOs in 2008. Comes as no surprise. Turnover amongst B2B Sales Reps is an example … Continue reading

Posted in New hires, Productivity, Training | Tagged , , , | Leave a comment