Years ago I was selling for an organization that decided that it would be a good idea to team sales people. The market was changing and the technologies were coming together. With two different sales teams (headed in different directions),… Read More ›
Managers, both good and bad, can have a huge impact on the performance of an individual sales rep or even an entire team. The amount of support, direction, and motivation people receive from their manager can ultimately affect the quality… Read More ›
When I first started in sales, I worked for a major corporation in a remote sales office. The company called it an area sales office (ASO) as we had a large number of reps, sales specialists, managers, as well as… Read More ›
Everyone in sales faces a daily battle of sorts. For some it is an internal battle, for others it a battle for survival. Is it life and death? Certainly not, but it is a battle. You are battling competition, battling… Read More ›
The process of interviewing and hiring candidates for a sales position can be challenging and at times very arduous. In most cases you have a good idea of what you are looking for in the ideal candidate: successful track record,… Read More ›
I was meeting a colleague for coffee earlier this week and as we sat there talking, a friend of one of his kids came up to him to say hello. She was cheerful, bright, and well dressed. I could tell… Read More ›
Have you ever notice that when it’s crunch time and the games on the line, it always seems like the superstars are the ones that rise to the occasion. Whether it is in football, basketball, baseball, or my personal favorite,… Read More ›
Ah, the pipeline, that all-important measure of a sales persons worth. The ultimate measuring stick of all sales measuring sticks. Sales organizations everywhere use the pipeline as the ubiquitous tool to assess and predict (forecast) sales performance for both current… Read More ›
In the “new normal” of today’s business world, making sound business decisions is critical to not only one’s success, but also to one’s survival. It is especially critical when evaluating personnel. Selecting and hiring a candidate for a position requires… Read More ›
When I first started out in my sales career, my mentor and first sales manager, would come up to me at the end of every day and ask, “what did you learn today”? Initially, I thought it was just… Read More ›
Bruce Zimmerman . . . 