Monthly Archives: December 2011

100% Responsibility

Too often we find that we blame others for issues that impact us and our lives. We suggest that our life is the result of what others have done or are doing and we eliminate our responsibility towards those events. … Continue reading

Posted in Featured Posts, Goal Setting | Tagged | Comments Off on 100% Responsibility

Opportunity Management

The first component of Sales Cycle Management (SCM) is Opportunity Management. In traditional sales pipelines, salespeople and managers do not spend enough time focusing their efforts on the most promising sales. Instead, effort seems to be misplaced or spread evenly … Continue reading

Posted in Featured Posts, Sales Management | Tagged , , , | Comments Off on Opportunity Management

Do you have Passion?

Last night I attended the Party for Mercedes-Benz USA. It was a beautiful event, on their beautiful corporate campus. It was attended by some 700 staffers. Near the start of the event, the head of North America, was on a … Continue reading

Posted in Featured Posts, Training | Tagged , , , , | Comments Off on Do you have Passion?

Sales Forecasting

The second component of Sales Cycle Management (SCM) is Sales Forecasting. Many times, salespeople and sales managers do not take a realistic view of how many sales they can undertake during a particular time period. This view makes time spent … Continue reading

Posted in Featured Posts, Sales Management | Tagged , , , , | Comments Off on Sales Forecasting

Sales Performance Analysis

Sales Performance Analysis closes the gap on your entire Sales Cycle. Essentially, performance analysis is a deep look back over certain elements of your sales cycle, from Opportunity Management to Account Planning. Looking at the numbers, ratios, and time frames … Continue reading

Posted in Featured Posts, Sales Management | Tagged , , | Comments Off on Sales Performance Analysis

Aligning Performance with Results

Aligning performance with results can be achieved with a few overarching steps. By doing this, each person will be clear what his or her role is – and you can truly measure and adjust the organization’s performance at regular intervals. … Continue reading

Posted in Featured Posts, Sales Management, Training | Tagged , , , , | Comments Off on Aligning Performance with Results