Understanding the Sales Force

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Sometimes The Biggest Sales Problems Have the Simplest Solutions

Understanding the Sales Force

Some of my long-term problems had such simple solutions. If only I had thought of the obvious solutions first. For example: For decades, I could not drive for much longer than two to two and a half hours before my eyes would get so heavy that I risked falling asleep at the wheel. Day or night, year after year, all of our trips were based on how far I might have to drive.

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Correlation: Salespeople Strong in This Competency are 2125% More Likely to be Performers

Understanding the Sales Force

My wife and I were on a Mother's Day walk when we saw something I had never seen before. I should have snapped a picture but I didn't, and could not find a single picture on the internet that captured what we saw. The image above certainly doesn't do the view justice.

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Coaches Benefit from Tryouts, Sales Managers Fail Using Gut Instinct

Understanding the Sales Force

Our son's college baseball season is winding down and we think they'll make the playoffs for the second straight year. As I think back to high-school baseball, a couple of things came to mind that have a lot to do with sales development. Mike attended two high schools. His first high school baseball coach saw his potential, calling him up to play on the varsity team when he was still in the 8th grade.

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Top Recommended Personality Assessments for Sales

Understanding the Sales Force

My Chrome home page often displays articles that Google thinks I might be interested in. Red Sox, Patriots, politics, software applications, gadgets, and for the first time, sales assessments! I thought, "Is this for real?". The first article was the 7 Best Personality Assessments for Your Sales Team. Regular readers already know that personality assessments are not predictive of sales success because they measure personality traits, not sales core competencies.

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5 Reasons Sales Teams Underperform Like My Old Wiper Blades

Understanding the Sales Force

My windshield wipers were no longer getting the job done. They were underperforming (leaving streaks and smudges), not clearing water from the windshield (failing to meet expectations) and I couldn't see the road properly when it was raining. It presented a threat to our safety and an upgrade was required. I ordered Bosch Icon replacement blades, rated #1 by the NY Times, and after 30 minutes of unintentionally trying to put them on backwards, I finally got them installed.

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Can a New Sales Manager Be a Difference Maker?

Understanding the Sales Force

For the longest time, my local Panera in Westboro Massachusetts was awful. Like phone company awful. And cable company awful. The problem was chronic. The half and half was always empty. The supplies of cup insulators and trays were nowhere to be found. The wait at the drive-through was intolerable. Online orders were never ready at or even close to the time they provided for pickup.

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New Data: Will Salespeople Hit Quota When Sales Managers Coach and Sell?

Understanding the Sales Force

I was reviewing stats from the 2022 World Series between the World-Champion Houston Astros and the National League Champion Philadelphia Phillies. The Phillies might have had a two-man wrecking crew in Kyle Schwarber and Bryce Harper but it wasn't nearly enough. Over the entire 6-game series, the Astros' batting average was 43% higher (good), their pitchers' ERA (earned runs allowed per 9 Innings Pitched) was 26% lower (good) and WHIP (walks and hits per inning pitched) was 19% lower (good), the

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