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Articles tagged with: selling

Compensating our sales folks
Thursday, 14 Jul, 2011
Compensating our sales folks

A recent client is an international B2B company with a very non-optimal – but not unusual – way of compensating their sales folks.
They split the sales team into an Inside Sales group that makes appointments, and Corporate and Field Sales teams to close them. The structure, as well as the compensation, promotes failure: Inside Sales is paid per appointment (with a tendency to […]

A technology case study: implementing what the customer wants
Friday, 24 Jun, 2011
A technology case study: implementing what the customer wants

In order for any change to occur – whether it’s a decision to purchase a product, or an implementation to add new technology – whatever touches the ultimate solution must buy-in to the change.
Often our focus is on getting the end-result we think we want. We forget that without buy-in from the necessary  people and policies that maintain the status quo, we face the […]

What are we paying our sales folks to do?
Wednesday, 22 Jun, 2011
What are we paying our sales folks to do?

What criteria do you use to compensate your sales…

Are Salespeople Going the Way of Telemarketers?
Friday, 20 May, 2011
Are Salespeople Going the Way of Telemarketers?

Selling Power predicts that by 2020 the number of salespeople will drop from 18M to 3M mostly due to online interactions and other sales support functions taking their place.
In the early 90s I wrote a column for TeleProfessional Magazine. My book Sales on the Line was doing well, and I was the voice of reason […]

Pipeline management: is your forecasting accurate?
Wednesday, 20 Apr, 2011
Pipeline management: is your forecasting accurate?

What does your pipeline consist of? How long have the ‘opportunities’ been in the pipeline? How accurate is your/your team’s forecasting? Why isn’t it better – are your sales folks putting in bad leads? Are your sales folks able to enter the buying decision path and influence the Buying Decision Team in a way that […]

Trying to make a difference in a field that enjoys failure
Tuesday, 19 Apr, 2011
Trying to make a difference in a field that enjoys failure

Years ago, when the marketing automation field began publicizing that it would ‘follow the buy cycle’ and ‘place data exactly where it should be placed in the buyer’s decision path’, I knew that would be impossible, using the sales model. As a solution placement device, sales merely manages the last 10% of the buyer’s journey […]