SPIF Tip #48: Respect for Salespeople
In any organization, improving begins with open, frank discussions around crucial questions, like these: Why do we have to change? Why should we do this all alone? Why should we do this in addition to other work? What if sales problems are not caused by us? Why is this important to the organization? What are objective measures […]
Why Is It So Hard to Create Improvements in the Sales Department?
Readers object to the word "easy" and they don’t mean the same thing by the word "sales process." Why is it so hard to improve results in the sales department?
The Role of the CEO in the Sales Process
by Michael J. Webb (pdf of this article) Many CEOs see themselves as chief revenue officer (especially in tech companies) or at the least feel very consumed by this challenge. Many have been very successful in their careers by bringing order to chaos, yet they can seem paralyzed by the chaos in sales and marketing. […]
