The Pipeline
JUNE 3, 2020
As people ascend from their quarantine, fix up their hair, and realize their sales, or specifically quota retirement, needs attention. Other than a grey-haired sage, I am confident in saying none of the voice on LinkedIn have either. It’s too early to tell the long-term impact on sales and selling. Still Early Days.
The Pipeline
MAY 14, 2019
I can understand why someone getting feedback like this, would line up with the “Sales is not a numbers game” camp. Not just individually as reps or managers, but collectively as a team, or the whole sales organization. As a small change in one sales number can lead to significant changes in unanticipated or untracked ways.
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Bernadette McClelland
FEBRUARY 20, 2023
In my opinion, (no matter how humble, at times, I think that opinion is ), I know we all have more to give – and I have more to give over and above training sales teams just as you have more to give, too. Do I enjoy sales training? Absolutely! So what do we do with this very telling market feedback?
The Pipeline
JUNE 27, 2016
As you seek advice from your peers, one veteran tells you “You gotta buckle down and make more calls”, sage advice from someone who is under quota. But looking at the leader board, she is not making quota either. The guy at the top of the board, the one you really want advice from, is out of the office, making quota.
Sales and Marketing Management
AUGUST 30, 2018
This is the equivalent of sales managers telling their salespeople that they “really need to make their quota.” But it’s the most classic of coaching errors and one that takes place every day in every sales force around the world: Asking for the outcome you want, rather than providing the insights that can actually affect the outcome.
Pipeliner
APRIL 22, 2020
New representatives focus on the learning ahead plus the pressure to meet their quota. Stress heightens, and the thought of communicating the sales success triangle fades away quickly. What is the sales success triangle? The salesperson does not solely own sales. Sales Success Triangle Summery.
The Pipeline
MAY 22, 2018
For years people and “sales experts,” have been telling us that sales as a profession, was going to shrink dramatically and salespeople will be replaced by a host of more efficient and cost-effective alternatives such as automation, artificial intelligence, and more. Time Reveals All. Buyers vs Prospects.
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