Your Sales Management Guru

JANUARY 3, 2012

Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. I have included below the various “categories” you should consider in building a plan. Other questions you should consider: • What went well in the past year?

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Your Sales Management Guru

JANUARY 23, 2012

A Sales Manager’s Recipe: What’s Cooking in 2012? Last week after a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager. The last three years have been tough and she was looking for new ideas for 2012 to excite her team and also to simply change up the routine. Since my keynote program had been about creating a Menu for Your Life with many metaphors around cooking I started thinking about what her sales management recipe s

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Your Sales Management Guru

JANUARY 30, 2012

The Future of Your Sales Team . This year, I anticipate we will see a reduction in external sales positions of around 20%: 10% will be lost for good, and the other 10% will move inside. I believe that this pattern will continue for the next three years, until we are left with less than 10% of the total sales population working externally. The reasons for this are obvious: Advances in technology mean that we can communicate just as easily from our desks, using video conferencing etc.

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Your Sales Management Guru

JANUARY 15, 2012

SFA/CRM 15 Years Later: Now It’s Every Rep’s Best Friend. This week, I thought you might like to read someone else’s article and my comments regarding the article. My comments are first. As a Sales Leadership consultant, I think the article below hit on many valid points; the Cloud and CRM usability are key elements in the acceptance of CRM, as is the price/cost issue, especially for the SMB market.

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Your Sales Management Guru

JANUARY 10, 2012

A Walkthrough of a Broken Organization. Strategic sales management is often a weak link in solution provider companies. . Strategic sales management is often a weak link in solution provider companies. For the past 14 years I have been working all across North America and internationally, meeting, speaking and consulting with organizations of all sizes and areas of focus.

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