Igniting Sales Transformation

DECEMBER 1, 2019

The surprising thing is that this is NOT a new revelation. The activity KPI’s we set today, which incent the wrong behavior? For salespeople to embrace and act-on the new skills they’ve just learned, coaching and management reinforcement must happen consistently after the event concludes. Buyer expectations keep rising.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Partners in Excellence

JULY 27, 2021

We take a moment to celebrate, high 5 each other and revel in the success. They pulled opportunities from the following quarter into the current quarter–some of that involved offering big incentives. It’s the end of the quarter, we’ve hit our numbers. We’ve met our goals! But what if we could have done more?

Forecasting 68

Forecasting Revelation Incentives Incentive 68

HeavyHitter Sales

MARCH 22, 2012

Did I have an internal Coach within the account? For many years, the term “coach” has been used by all types of salespeople, selling every conceivable product, to define the person within an account who provides this privileged intelligence and confidential information. Why would someone coach one salesperson versus another?

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

Partners in Excellence

AUGUST 7, 2015

All sales professionals revel in doing deals. We do this by managing for performance, by putting in place the right metrics and incentives. We do this by coaching and teaching our people, one on one and in groups. There’s an adrenaline rush working on a complex deal and making it happen.

Revelation 48

Revelation Maximizer Consumer Account 48