Partners in Excellence

MARCH 1, 2020

We seem to have a culture that revels in failure–that is encouraging people to experiment, learn, innovate, and grow through “making it safe to fail.” Are you giving them the resources, processes, systems, tools, training, programs, and support critical to their ability to succeed?

Revelation 104

Revelation Ideal Customer Profile Coaching Account 104

Partners in Excellence

SEPTEMBER 19, 2013

I can’t imagine any high performing sales person not using tools like CRM and exploiting them to the fullest–regardless of what management says. Arguing against using these types of tools is like arguing against the use of Word, Excel, Powerpoint, Outlook(or the Google Docs/Gmail equivalent).

System 92

System CRM Revelation Territories 92

Partners in Excellence

DECEMBER 10, 2018

Year after year, the percent of sales people making plan continues to decline. The average tenure in a sales job, whether it’s sales management or individual contributors continues to plummet. Depending on the survey, tenure of sales managers, is anywhere between 18-22 months.

Revelation 80

Revelation Face-to-face Channels Segment 80

Partners in Excellence

OCTOBER 31, 2013

At it’s worst, sales people view it as a “Big Brother Is Watching Exercise.” ” Unfortunately, too many managers view it in the same way, reveling in the concept of being able to watch and micromanage. So what’s the WIIFM for sales people for strong pipeline metrics and high pipeline integrity?

Pipeline 93

Pipeline Top of Funnel Revelation Sales Cycle 93

Partners in Excellence

SEPTEMBER 18, 2015

“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.

Report 48

Report Revelation CRM Analysis 48

Partners in Excellence

JANUARY 23, 2015

Far worse, far more pervasive than the hucksters and charlatans, is the mediocrity we see in sales performance. CEO’s, sales executives, sales managers should demand the highest levels of performance–but must set that example themselves. Or they us the excuse of busyness to do things half heartedly.

Commission 48

Commission Hiring Revelation Compensation 48

Partners in Excellence

AUGUST 7, 2015

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. There’s an adrenaline rush working on a complex deal and making it happen. Related Posts: Whose Job Are You Doing?

Revelation 48

Revelation Maximizer Consumer Account 48