Another line of feedback I got on the post last Friday about the role of the sales process, was about my comment regarding why the manager in question was wasting her time on ‘C’ players. The implication clearly being that it was time not well spent, let me be clear, it is more than an [...]
On Friday, I posted a piece titled Why Have A Sales Process If It’s Not Being Followed, about why some organizations have a sales process when it is not followed or adhered by everyone. There were a number of different responses addressing different aspects of the issues raised, others rationalizing why a sales process does [...]
A front line sales manager has to wear many hats in the course of a week, for me the most important is to lead the execution of the sales process, and do that leading from the front. Key to that is a balance between Managing and Coaching, for a full view read The Yin Yang [...]
The Active Coach
Last week in our monthly newsletter, we published a piece on activity that featured a discussion on the need to plan and understand the level of activity needed to deliver against goal. We even included a link to a calculator to help readers figure out the exact levels of specific activities.
In that article [...]
Find More Prospects and Close More Sales – Toronto (Markham)
Friday, February 05, 2010 from 8:00 AM – 12:00 PM (ET)
Marketing Will Find More Prospects
Sales Will Close More Customers
We have one goal with this unique workshop. Combine our marketing and sales expertise to help Small and Medium Sized Business achieve the success they deserve.
While most business [...]
