The Competitive Advantage

tag: sales management

June 25, 2024

“You’re failing in sales because of the front door.”

My wife and I spent a week at the beach last month and made friends with a couple sitting under the umbrella next to us. We got to know Bill and Nina over a few days and found out that Nina was a former pharmaceutical sales manager… so she and I really hit it off.

During one of our ‘sales discussions,’ she told me about a former sales rep that reported to her who had all of the tools, skills, and personality to be wildly successful… but wasn’t. And as Nina told this rep, “You’re failing because of the front door.”

Continue Reading

May 15, 2024

Buyers Don’t Care About Your ‘Sense of Urgency.’

See if any of these sound familiar…

  • “I met a potential buyer at a conference last week and we had a really good conversation. So, I can’t understand why isn’t he interested in buying from me today.”
  • “The perfect sales prospect downloaded a white paper off of our website yesterday, but she said she doesn’t want a capabilities presentation from us.”
  • “I’ve been connected with this prospect on LinkedIn for a month, but they’re showing no interest in becoming a client.”
Continue Reading

April 30, 2024

Bad Salespeople? Maybe You Should Blame the Sales Manager.

It seems like every couple of years, I need to rant about how bad selling is in our industry. I was hoping it would improve over time, but that just ain’t happening.

Here are three real sales stories – all targeted at me – that happened in just the last two weeks:

#1) I attended IIeX a couple of weeks ago, and as I was walking by an exhibitor’s booth, one of the sales reps in the booth literally stepped out in front of me, waved his arms over his head and yelled “Stop!” Really?!

Continue Reading

September 19, 2023

3 Steps to Seller-Doer Success

The seller-doer sales model is employed by nearly all small-to midsize firms in our industry. It’s a challenging model that asks non-salespeople to BE salespeople. But often, they don’t want to do it, don’t like to do it or don’t know how to do it. So, what’s the answer?

While there are dozens of things you could do to maximize the results of your seller-doer program, the majority fall into three main categories…

Continue Reading

February 7, 2023

Want to Achieve Your Sales Goals? Achieve Your Activity Goals First!

sales goalAs I write this, it’s early February… and even though it’s only been a little more than a month since ‘New Year’s Resolutions’ went into effect, 90% of them have already been busted! Why is that?

Continue Reading

December 13, 2022

Setting Your Sales Goal for 2023? You’re doing it wrong!

Right about now, management teams from firms all over our industry are gathering around conference tables to make plans for next year. And one of the key items on every one of those agendas is, “What’s our sales* goal for 2023?”

[*For those of you afraid of the word “sales,” insert “revenue” here.]

Too often, the management team will defer to the president or CEO, who picks a number ‘out of the air’ because that’s what he/she would like to see happen in the next year. Sadly, very little thinking has gone into the president’s sales goal… it’s mostly gut feel and hope.

Continue Reading

November 15, 2022

Revenue Measurement: 4 Ways to Improve What You’re Doing Now

There are all kinds of metrics that business owners and leaders need to track… but none more important than revenue. And if I was a betting man, I’d wager that you’re tracking your firm’s revenue in three or four ways:

  • Revenue this month
  • Revenue year-to-date
  • Revenue last year-to-date (for comparison)
  • Revenue by sales rep (if you’re including sales commissions in their comp plan)

And there’s nothing wrong with those. What you learn from them is helpful in terms of the health of your firm, but there’s not much ‘actionable’ you can take away. Those measurements are good… but they’re incomplete.

Continue Reading

November 8, 2022

The 4 Biggest Mistakes That Seller-Doers Make… and How to Fix Them

In the 10+ years I’ve been working with seller-doers in our industry, I’ve observed a number of common behaviors that impact sales. Negatively! Behaviors that the vast majority of seller-doers exhibit. Behaviors that are actually pretty easy to change and in doing so, would significantly help them to be more successful.

Continue Reading

Search Site: