Something is amiss! Today’s sales consultants are not sales experts; they are expert administrators of the prepackaged, template-based models they “tailor” or “customize” and superimpose onto a client’s business. They evaluate businesses from a narrow frame of reference (the program…
Although every conversation presents you with an opportunity to ask better open ended questions, draw a very clear line between a coaching session, a strategy session, a deal review, your agenda and a performance review conversation. If you continue to…
In my role as a sales consultant, I’ve watched a great number of people with incredible sums of intellectual capital not being challenged at all to contribute. At the same time, I’ve watched people who are, for lack of a…
Clearly and concisely communicate your new vision. Describe how the organization will be doing business differently, i.e. what the new sales structure looks like, and what the new roles and responsibilities for team members will be. Make sure you carefully…
So let's discuss how to go about establishing an environment where excellence is expected. There are two components to this equation. The first is defining what excellence means to you and your organization, and the second is the design of…
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,…