Sales accountability, clear consequences, and the story of “Sam”

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 5 – A…

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The Sales Management Value of Clear Expectations – and Consequences!

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 5 – A…

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Without accountability, everyone in your sales organization loses

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 5 –…

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Is sales success about doing what is new or doing things well?

I was watching NFL (American) football this weekend, and out of nowhere, a sales related observation jumped out at me. A lot of what I was seeing was not new, but it was executed very, very well. I played receiver back in the “glory days”, and I remember running patterns like the five-step out, flag…

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Without accountability in your sales organization, the losers are the winners

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 5 –…

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Does your CRM make you angry? Maybe it should! But what can you do about it?

Why is the subject of CRM so contentious? CRM is one of those subjects that always brings out the fighting spirit in salespeople, sales managers and certainly those who sell CRM systems! But why? Most of those who argue in favor of CRM’s talk about how the data from CRM’s helps to track and manage…

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Will you let the scarcity mentality poison your sales organization?

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 5 –…

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How to solve the sales puzzle

My work in sales – from selling to managing to training to consulting to writing – revolves around the idea that developing an effective sales process is a good way to improve results and efficiency. As such, I get into a lot of sales conversation with a lot of people about the sales process. Some…

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The Right Sales Outcomes and Accountability

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). PART III – THE…

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How to motivate salespeople with money

How do you motivate someone to perform a complex task with lots of moving parts and that develops over a long period of time? Specifically, salespeople. Should money be a part of that compensation equation? Should other stuff be a part of that equation? In attempting to answer this question, some refer to research that…

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