Have quota, will be held accountable

Have quota, will be held accountable

Mar 29, 2015 | Uncategorized

Why are sales people generally the only employees in a company given a quota and held accountable to meeting the number? People can talk all day long about key performance indicators (KPIs), but the only real KPI that matters is revenue and what role you played in...

Calling all Closers

Mar 29, 2015 | Uncategorized

There are many different types of sales reps. Here are just a few examples of the different types of sales reps- hunters, farmers, transactional, enterprise, inside sales, outside sales, technical sales, public sector, solution specialists, named account, etc. The...

Sales Playbooks-roadmaps for success

Mar 29, 2015 | Uncategorized

What is a sales playbook and why is it important? Sales playbooks are a synthesis of sales process, best practices and the tactical steps that should be adhered to as part of an effective sales engagement. Think of it as a blueprint for sales success, which allows for...

Anachronistic selling-the Jim Dayton story

Mar 29, 2015 | Uncategorized

There was a time when most enterprise sales reps had liberal expense accounts to take C-level execs to expensive dinners accompanied by the costliest wine offered.  I’m not suggesting that “breaking bread” with customers is a bad thing, because it...