Categories: Adoption and Reinforcement | Sales Transformation
Measuring success is a key component to any sales transformation initiative. If you begin a sales initiative without setting organizational priorities and accountability, you’ll struggle to create lasting impact. Ensure measurable results. Develop an organizational mindset that influences the design, development, delivery and reinforcement of your sales initiative.
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Categories: Sales Transformation
I always knew I wanted to be a Sales Manager, (after my tuba career didn’t work out). Seriously though, I've had some terrific sales managers in my career. No strike that, they were sales leaders who left a lasting impression. The difference between the two is critical to a sales person’s development and success. Managers spend their time focusing on the tasks. Leaders execute the vision. People become sales managers thinking they’re going to change the world, but all too often what they end up doing is reacting to constantly changing direction from above.
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Categories: Adoption and Reinforcement | Sales Transformation
It can take months, if not years to achieve real change in a sales organization. It’s a process that builds on many stages, and it can’t be achieved by a one-off training event that’s part of your sales kick-off. Success depends on your active leadership and commitment, but also on leveraging four key motivators in your organization.
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Categories: Sales Transformation
This is the fifth of a five-part series where I essentially predict your future, and give you the top reasons why your sales initiative will blow up. Forewarned is forearmed. Today’s blog is about the fifth reason you will probably fail your mission: your scope is unrealistic. In other words, you try to ram ten pounds of stuff into a five pound bag. Reason #5 Your Initiative Will Fail: Ten Pounds of Stuff So here’s the setting: the sales team is busting hind end to hit the year-end number, you’re trying desperately to outrun attrition, and your personal life is a train-wreck.
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Categories: Sales Transformation
This is the fourth of a five-part series where I essentially predict your future, and give you the top reasons why your sales initiative will blow up. Forewarned is forearmed. Today’s blog is about the fourth reason you will probably fail your mission: you don’t put enough thought, effort or courage into building the right team to implement your sales initiative. So you make a hasty, easy decision. And, as a result, you bet on the wrong horse.
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Categories: Sales Transformation
The Sales Curmudgeon is a sales management veteran who has suffered countless sales initiatives. He knows why some projects succeed wildly and others fail miserably. Experience has taught him that very few leaders will risk what it takes to make a real difference. The Force Management Marketing Team wanted The Sales Curmudgeon to share his wisdom, so they painstakingly convinced him to put forth the effort to write this five-part blog series. He has a military background and often equates sales initiatives with military campaigns. Please forgive the brutal tone. We apologize. After countless sales campaigns, he’s too exhausted to mince his words. This is the third of a five-part series where I essentially predict your future, and give you the top reasons why your sales initiative will blow up. Forewarned is forearmed.
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