It's crunch time and your sales are down, what can you do? I faced a similar situation in 2003. As VP of Sales of a Canadian pharmaceutical organization we faced the SARS crisis. Access to our customers became limited. Hospitals…
Joe has been Tom’s manager for the last 2 years. Tom is a hard worker; “every time I go out with him we have a full and busy day”. Tom has an excellent understanding of his products, his customers like…
I recently had lunch with a highly successful VP of Sales of a Pharmaceutical company. He explained that he was frustrated with the members of his sales management team, who he felt were focused only on results. He worried that…
Coaching is about accelerating a sales rep’s growth and ability to achieve personal goals and reach full potential. It’s a four-step process that: (1) identifies opportunities for improvement, (2) gains commitment, (3) develops a plan and (4) sets an accountability…
Characteristics of a resilient, sustainable business include leadership that understands the difference between working "for" and working "with" their employees. Consider these glum facts: Only one in eight workers worldwide are engaged at work, but according to Gallup's 142-country study…
Salespeople and sales managers are caught up in their own version of Ground Hog Day. They keep using the same approach, having the same conversations, which are leading to the same outcomes. Sales Ground Hog Days Does anyone remember the…
Working smarter with people entails three key activities: assigning the right number of people, identifying roles and planning compensation strategically. Sure-fire Ways to Work Smarter with People Your sales force is defined by the people you choose. At first glance,…