Selling is one of those professions in which the gauge of success is assumed obvious. Selling more product is a sure way for a salesperson to get recognition and financial reward. It’s no surprise then that an industry has arisen around teaching salespeople to sell more effectively. If salespeople or sales managers are looking for sales education, then it’s easy to get it. The … [Read more...] about Managing the Bigger Sales Picture
In a post a few weeks ago (you can find it here), I talked about the confusion that salespeople and sales managers are having with defining their sales cycles. I hope this post can clear that up a bit. The sales cycle is all about time, and as time is the most precious resource the salesperson has, time management (as it applies to sales opportunity management) is essential to … [Read more...] about More About The Sales Cycle
I saw this discussion on the AA-ISP site just recently. It’s an ongoing issue with salespeople and managers, and especially so since metrics have gained so much dominance in the sales process. The real problem is that unless you have a consistent, realistic estimation of when the sales opportunity begins, the sales cycle starts, or your favourite expression for this event, you … [Read more...] about What is the start of the sale cycle?
I played tennis when I was a kid. I liked it a lot. I preferred one-on-one sports to team stuff. I don’t play now, but I watch the big stars playing, mostly because my wife loves those guys. I once wrote about the important of statistics in baseball, with a view to applying that way of doing things to sales. Indeed, metrics have now become one of the hottest topics in selling. … [Read more...] about Any Salespeople For Tennis?
Following in the theme of my last post, I ran across the results of a survey done by Harvard Business Review on the move from outside to inside sales. You can find it here. The writers surveyed over a hundred companies in high tech and business services. Over fifty percent say they are moving from an outside (field) sales to an inside sales model. I found a few of the other … [Read more...] about HBR Article On The Move To Inside Sales