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SPIF Tip #29: How Operational Excellence Solves Sales and Marketing Problems

I attended a monthly meeting of the Executive Sales and Marketing Association of Atlanta’s recently. Several executives there lamented about the difficulties of sales prospecting these days. One mentioned his company’s salespeople had to make more than 500 phone calls to find one viable prospect. Others concurred. Once they had a prospect, a thirty or […]

SPIF Tip #27: Does increasing revenue mean the sales department is doing a good job?

At some time, most companies find themselves in a “rising tide” market. The sales and marketing team is working like crazy and revenues are growing. Things seem to be working as they should be. Often unfortunately, nothing could be further from the truth. That’s because most companies’ sales and marketing are in a “Tribal Knowledge” […]

SPIF Tip 25: When can you consider that your sales process is developed enough?

  Any process could be “developed enough”if it is achieving the desired objectives. Unfortunately, although our desires are limitless, our resources and capacities are not. That’s why we almost always want things to improve. When people say things like “We need a process,” or “We need to follow the process,” they mean they want things […]

SPIF Tips #24: Why Sales Incentives Can’t Improve Your Firm’s Sales Performance

  Does the following situation resemble your sales team?[1] In the early 1970’s Israeli air force had a problem with instructors behaving abusively toward student pilots. A psychologist was hired to investigate. The instructors told him the performance of their students went up after criticism, and down after they were praised. On learning the data […]

SPIF Tip #20: Sales is Not Just What Salespeople Do

The selling of products was once done mainly by traveling salesmen (yes, they were usually men in the early days), presenting their wares personally to customers. This was the case whether those customers were housewives needing carpet cleaners or company presidents needing machine tools. Selling directly worked, but it was expensive. Therefore, companies began experimenting […]

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