Sales Performance Consultants / 2008 / March
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What Prevents Sales Forecasts from Being Accurate as They Could Be?

Hello,

I’m rushing this morning, in California with a client.

Fortunately, I had four hours on the plane last night to work on this week’s article. (more…)

March 26th, 2008 Posted to Blog | Comments (0)

Evolving Your Sales Process: The Four Stages to Becoming a Market Leader

Hello,

Thanks to some of you for your calls regarding the weather here. We got lucky: The weekend storms hit south of us, in downtown Atlanta, and north of us, in the Cumming and Gainesville areas.

While the storms were coming through, I wanted to swap the cars in the garage. If one of our cars would be damaged by hail, it should be the old Mazda we’re saving for when Kira (our 15 year old) starts driving actively. Leslie thought the risk was low and resisted.

I prevailed, and 2 hours or so after the swap, the weather had cleared, the sun was shining, and there had been no hail. (more…)

March 19th, 2008 Posted to Blog | * Comments (3)

Salespeople Frustrated by Six Sigma Training: What to do Instead

Hello,

Sorry I missed last week’s newsletter. I got hit with a bad flu on Sunday night, and struggled through the rest of the week. It wasn’t until sometime on Friday that I started feeling human again. And, luckily, I saw a question posted on the www.iSixSigma.com website that got me inspired.

So, you can read it below. As the author of Sales and Marketing the Six Sigma Way, I am a big believer in the methodology. However, I have seen it misapplied way too many times. (more…)

March 11th, 2008 Posted to Blog | Comments (0)