Over a century ago, retailing pioneer John Wanamaker famously said “Half my advertising is wasted, I just don’t know which half.” The same challenge confronts most companies today. But what if you could know exactly which of your lead sources was producing what results and calculate your marketing and sales costs to the penny on […]
Lead Distribution
Explaining The Sales Cycle
Many companies are less than forthright when discussing the length and makeup of their sales cycle with current and prospective salespeople. They fear that if their salespeople clearly understand just how long it will take before the first commission check hits their bank account – and how many hurdles will have to be jumped along […]
Freeing Salespeople from the Burden of Marketing
Too often, I see companies placing the burden of Marketing on the shoulders of their salespeople, obscuring their true function and diminishing their effectiveness. In The World’s Greatest Sales Team, I imagine a firm which gives salespeople every opportunity to succeed by relieving that burden, allowing their salespeople to do what they do best; sell. […]
Recruiting Top Producing Salespeople
Good help is hard to find. Never is that phrase more true – or important – than when it comes to finding, developing and keeping good salespeople. Sales team member development will be covered in my articles on training. Retaining good salespeople is generally a question of properly setting and managing expectations which will be […]
The World’s Greatest Sales Team?
This site was born out of frustration. Like most salespeople, over the years I’ve been frustrated with different aspects of every organization I’ve been associated with. Whether as an employee, independent contractor or consultant, it seems that invariably I find multiple, critical aspects of the sales process either ignored or poorly handled by the companies […]
