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What Salespeople Should Read This Summer
I love summer reading lists – they give me ideas and it’s fun to see what other people want to learn more about. With that said, below is a reading list of books somewhat related to Sales. This is a...
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Why Manager Ratings Don’t Always Add Up
Our recent work on manager effectiveness – where we did a large quantitative survey about manager skills, attributes, attitudes and activities — found robust correlations between how managers are rated...
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Measure More Than Sales Force Efficiency
For the most part, organizations are run with the expectation of driving greater efficiency and productivity. Retailers are expected to improve their revenues per square foot, hotels and airlines...
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5 Sales Metrics to Rule Them All
This is the time of year when many are thinking about what goals they’re going to commit to. And part of this process also involves a consideration of the metrics the organization needs to measure and...
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The 3 Things Your Pitch Deck Should Claim (If They’re Actually True)
A couple of months back, my colleague Andrew Kent wrote a post around what not say in your pitch deck, and that got me thinking in terms of what you should say. Luckily, we periodically run customer...
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The Virtual Sales Force You Didn’t Know You Had
In the course of our research on sales effectiveness, we regularly survey customers to learn what they think of their sales experiences. One of the metrics we track is the primary method of...
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Ask For an Introduction, Not a Lead
As part of our research last year about gaining commercial alignment, we asked sales and marketing executives to force-rank their priorities. Somewhat surprisingly, ‘lead generation’ appeared toward...
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What Salespeople Should Read This Summer
This is the time of year when thoughts turn to lobster rolls, straw hats, and sun burns. But, during summer, my mind also turns to reading, which can facilitate said sun worship; it’s too hard to just...
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Your Customers are Just Comparison Shopping
This year our sister program for heads of marketing ran a study aimed at understanding customer purchase decisions. As part of that study, we asked 1,512 customers from 18 participating companies...
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What Makes a World-Class Sales Organization Tick?
Salespeople are famously competitive and they’re often looking to improve upon how things are being done. This is partly a matter of personality, but mostly it’s a matter of needing to continuously...
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