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Opportunity Math……

Partners in Excellence

I think, “Why do we revel in achieving our quotas and scaling goals, when we could be doing so much more?” We know we have to maximize the results our customers realize to retain and renew current business. I’m constantly amazed as I look at performance of organizations. We are underperforming the potential.

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The “Adrenalin Rush” Of Crises

Partners in Excellence

I revel in a crisis, I’m challenged and excited about tough problems. We have to develop strong, stable execution strategies, we have to help people understand how to perform and maximize their performance. I have to confess, I’m a bit of an Adrenalin junkie. We avoid crises, by constantly learning and innovating.

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Stop Heroic Sales Efforts!

Partners in Excellence

We’ve each seen Heroic Sales Efforts. They’re something to behold and, for a few moments, to revel in. You and your colleagues, often, revel in stories about the “one that didn’t get away,” for some time. The problem is, heroic sales efforts aren’t scalable! No related posts.

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I Don’t Want Your Stinkin’ CRM System

Partners in Excellence

We know managers often do terribly dumb and mindless things. But don’t let their misinformed approaches to CRM limit your ability to maximize your own personal productivity and effectiveness. For the managers that have made it this far, realize CRM and the related tools are not about you. Related Posts: CRM, Sales 2.0

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Manager, If You’re Doing Deals, You’re Not Doing Your Job

Partners in Excellence

All sales professionals revel in doing deals. But as managers, as great as that feeling is, if we are spending the majority of our time doing deals, then we aren’t doing our jobs. We are accountable for maximizing the growth of our company, our teams, each individual in the organization, and ourselves.

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Flipping The Pipeline Value Pyramid

Partners in Excellence

From a sales person’s perspective, they get no value from it, but managers need it to make sure the business in control. At it’s worst, sales people view it as a “Big Brother Is Watching Exercise.” It’s a hugely powerful tool to start recognizing patterns.

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“I Need A Report”

Partners in Excellence

“I need a report… ” is a phrase universally eliciting groans from every sales person—at least the good sales people. Bad sales people revel in these requests, because it means they get a momentary respite from prospecting, meeting with customers, moving deals forward, figuring out how to hit their goals.

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