Ours Is a Relationship Sale.  C’mon Man.  That’s Stupid.

Ours Is a Relationship Sale. C’mon Man. That’s Stupid.

If I had a nickel for every time a CEO told me that their business was different.  That their products and services were sold based on relationships, well I’d have hundreds of nickels I guess.  But I bet that if I could speak to thousands of owners and CEOs they would tell me the same thing and then I’d have thousands of nickels.  Everybody thinks their products and services are special.  That the clients buy based solely on the relationship.  Heck this belief is propagated by the salespeople themselves.  They stake their claim.  Forge the relationship and then hunker down.  […]

18 Critical Questions CEOs Need to Ask Their Sales Managers

18 Critical Questions CEOs Need to Ask Their Sales Managers

Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French with minor adaptation.

As a CEO or business leader, you need to have regular conversations with your sales managers. This is true regardless of your managers’ skill level.

 

These conversations allow you to get an accurate understanding of the current state of your sales force while mentoring and coaching your sales managers. To get the answers you need, you have to ask the right questions at the right time. Here is our time-saving list of questions that every leader should ask of […]

How to Know if A Manager is Sabotaging Your Sales Transformation

How to Know if A Manager is Sabotaging Your Sales Transformation

Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French with minor adaptation.

When business leaders implement a sales force transformation program, they inevitably meet resistance within their organization.

A certain resistance to change on the part of company executives is common. On the other hand, if it is followed by closed business and increased accountability, this resistance should disappear within a few weeks.

What is problematic is when resistance to change comes from managers and sales directors of the company. Some of them might even want to derail the transformation program or discredit […]

Sales, Business and Life Lessons from the Head Ball Coach

Sales, Business and Life Lessons from the Head Ball Coach

Those of you that know me well know that I am a Florida Gator. You also may know that my husband had the pleasure of coaching for Steve Spurrier, and that my son is a quarterback at the University of South Carolina, where he has had the privilege of being directly coached by Coach Spurrier. So I am selfishly saddened by Coach Spurrier’s decision to resign. But I also feel blessed to know him and to have felt his impact on so many parts of my life. I even have a special picture of him holding my daughter when she […]

Is Legacy Exposing You to a Devastating Black Swan Event?

Is Legacy Exposing You to a Devastating Black Swan Event?

Written by Gary Delbridge. This was originally posted on The Sales Professor Blog by our OMG Partner affiliate in Australia, Objective Assessment and is reposted here with minor modifications.

I spend much of my time talking to CEOs about the importance of their organization having a powerful sales process and building sales capabilities within their teams. The problem is, the more time I spend looking into sales issues within organizations, the more apparent it is that the bigger problem is . . .

Legacy — the way we’ve always done things!

Whether we acknowledge it or not, our behaviors in life are directly influenced by our past experiences; hence […]

How to Turn a Good Salesperson Bad: A Cautionary Tale

How to Turn a Good Salesperson Bad: A Cautionary Tale

Written by Gary Delbridge. This was originally posted on The Sales Professor Blog by our OMG Partner affiliate in Australia, Objective Assessment and is reposted here with minor modifications.

More than 20 years ago, while working in the area of corporate transformation, I came across a fascinating explanation of the nature of culture within companies. I, like many people, saw the culture of a company as something “inherent” in any organization. But until that time, I failed to understand how it came into being and underestimated the enormous impact it had on the performance of those within a company.

While studying “Total Quality Management” […]

Why Beefing Up Commission May Not Change Behavior (& How to Fix)

Why Beefing Up Commission May Not Change Behavior (& How to Fix)

I had a great conversation with a CEO today where we were discussing the merits of refining their compensation plan. It seems the CEO was disgruntled over the fact that his salespeople were comfortable making six-figure incomes, but they weren’t pushing to really knock it out of the park. Maybe you have witnessed the same thing.

These salespeople tend to sell roughly the same amount each month to maintain a certain standard of living, but don’t put that extra effort in to make more. In some cases when this happens, you may know that they could make significantly more if they […]