Experience
Is Your Sales Forecast Inaccurate?
A few years back, I worked for a company that spent more money, time, and effort on sales forecast accuracy than what most companies pay in corporate taxes. There was a complete department that had 3 permanent employees and at any given time 2 temporaries. Why the expense? While most would say spending this amount [...]
Judged by Your Rolodex
Sound familiar in some way? Some think size matters, others think quality does. I am of the opinion that sales organizations that look for sales people with a big Rolodex are putting the cart before the horse. What really surprises me is that the word “rolodex” still exists in the vocabulary of the modern salesforce. [...]
Sales Talent- The Horn of Plenty
Be afraid, be very afraid of what you wish for. Ok, perhaps a little melodramatic, but seriously, as the economy begins to pick up so will the inevitable hiring. This is where caution needs to be exercised. I see planning taking place in all industries and in all different sizes of companies. This planning is [...]
Getting Past the Gatekeepers
Gatekeepers: Every organization has them, though that is not their primary purpose. They can be the scourge of the planet or your best friend. Which would you prefer? Regardless of what a sales manager says or expects, it isn’t always possible to call the decision maker direct. That doesn’t mean you will never talk to [...]
How Desperate Are You?–Part 2
In Part 1 I asked, if, as a salesperson you reacted to pressure by showing desperation. In this the second and concluding part of the article I will address some additional techniques that should be used to thwart any form of desperation. Some common “must have answers” for any sale should include the following: Does [...]
