Don’t use process improvement methods just because they are supported by academics. Although process methods grew out of applied statistical theories, some academics understand process improvement and some do not. Indeed, many B-school teachings, especially in finance, actually undermine process excellence. Nor should you apply process improvement because it enhances quality, or works for other companies. […]
Most sales leaders believe who they hire is the most important factor in their sales organization’s success. They spend lots of time and use special assessments to find the one or two super-salespeople from the field of candidates. Surely the quality of who you hire is important. But is it the most important issue?
What is the point of comparing someone to a parking meter? People accept this statement, yet there are so many things wrong with it. Want proof? One client’s salespeople had worked hard to map their deal flow. Their new process improved a bottleneck in customer service.
John Cousineau is founder of Amacus.com. He has challenged a heartfelt belief of sales organizations. I think he is right:
Years ago, I sold minicomputers and software to local businesses. My territory was very small, and I had cold called everyone in it several times. It was really hard to find enough sales opportunities. Seeing some post card mailers with clever headlines gave me an idea.
Sales used to function as a kind of independent department. Of course, this has become less and less viable. Sales results are dependent on the company’s website, its engineers, its customer service and shipping departments. Customers are demanding more – and more complex – services. This requires your company’s right hand to know what its left hand […]
Getting customers to buy can buy can be a hard nut to crack. What else would the salesperson’s job be? Without sales revenue, we’re out of business. Don’t we judge salespeople on the money they bring in? This belief is a Myth because so many salespeople, and their managers, honestly believe they exist to separate customers from […]
Rafe VanDenBerg, founder of SellingBrew.com interviewed me for his well-known membership site for sales operations leaders.Rafe has a unique perspective on sales operations and sales management, as you’ll see. We cover a wide range of topics about how sales operations managers can be more successful. Ultimately, it is all about systems thinking.