Partners in Excellence

FEBRUARY 5, 2019

Over the past several weeks, I’ve been involved in a number of conversations with colleagues and sales execs. Inevitably, we touch on the sad state of affairs on sales talent. The data on churn (voluntary and involuntary) is horrible! But it we have this revolving door of sales people/managers.

Churn 77

Churn Hiring Face-to-face Sales Talent 77

Partners in Excellence

JUNE 23, 2022

Where a few months ago we were scrambling for talent, comp was skyrocketing to attract the right people; now we are seeing job offers being withdrawn. Execs are also asking, “How do we maintain sales, how do we keep driving revenue as much as possible? Funded projects will be put on hold or abandoned. The risks are higher.

Churn 74

Churn Face-to-face Call-back Sales Talent 74

Partners in Excellence

MARCH 4, 2019

It’s tedious, every day a scroll through my various news feeds, there are any number of articles declaring the death of something in sales, or sales itself. For years, the majority of data shows decreasing results from sales people. Customers increasingly look to alternatives to dealing with sales people.

Churn 72

Churn Face-to-face Cold Calling Sales Talent 72

Partners in Excellence

FEBRUARY 27, 2019

I wrote The Coming Sales Talent Crisis , focusing on the struggles our customers face in their buying journey. Helping our customers requires new sales skills. ” They are referring to the data that we see about the revolving door of sales talent we see in too many organizations. This process is complex.

Sales Talent 73

Sales Talent Hiring Face-to-face Churn 73

Partners in Excellence

SEPTEMBER 20, 2016

Excuses offered by top leadership continue to provide rich examples of their failures in serving their customers, their people, their communities, and shareholders. Too often, blame for performance issues is pushed down the the sales person. The Wells Fargo saga is a tragic example of systemic leadership failure.

System 48

System Scale Churn Hiring 48

Partners in Excellence

FEBRUARY 17, 2014

As sales people and managers, we are often obsessed with the “numbers.” I’m amazed by the number of sales people and managers that really don’t understand their numbers, or how various metrics interrelate. Let’s say we have a 90 day sales cycle.

Quota 91

Quota Trends Churn Maximizer 91

Partners in Excellence

FEBRUARY 9, 2024

Yet I’m stunned by the number of people, when confronted with it, shrug their shoulders, saying, “Get over it, that’s the way of work these days……” I’m stunned by the “acceptance” of this problem, particularly by leaders. (The Let’s focus on top sales executives.

Churn 109

Churn Ideal Customer Profile Loyalty Pipeline 109