How to Radically Improve Your B2B Sales Win Rates
In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. I’ve been part of delivering these results, multiple times in my career, for both employers and clients. It’s entirely […]
Continue readingHow Sales Enablement & Sales Managers Can Partner to Drive Results
There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. I wish I saw more of it actually happening, but the concept is out there and there are examples of what good looks like. When it happens, the results […]
Continue readingHow to Resize and Retool Your Sales Force
This is a post I never wanted to write. I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. Unfortunately, many company executives still needed […]
Continue readingThe Sliding Scale of Sales Transformation
Sales Transformation. It’s a term that means different things to different people. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. In my experience, the potential […]
Continue readingWhat’s Your Strategy for Sales Talent Development? Part 2
In the first post in this series, I defined Learning, Training, Development, and Education. Learning: Learning is the act of acquiring new knowledge and skills. Training: Training is job-related learning about what, why, and how (and maybe when and where) to do something (or multiple things), to be successful in a specific role. Development: Development […]
Continue readingWhy I Decided to Join the SPARXiQ Team
[NOTE: This post was originally published in late November of 2018. I have updated it to reflect a few changes, including the company rebranding, my title, and some cool new solutions that we offer.] The position change announcement feature on LinkedIn has become the birthday announcement on Facebook. Except for anyone with a large network, […]
Continue readingMaximizing the Power of Role Play and Sales Simulations
It’s unfortunate that role play has a low level of acceptance in many sales organizations. Done well, it’s one of the very best ways to train, coach, and improve skill levels. In this post, I’m not going to attempt to convince you that role play is an outstanding learning or performance improvement tool. For that, […]
Continue readingSales Leaders: It’s Time to Get Serious About Purposeful Practice & Skill Mastery
I did some counting recently. 2022 marks my 37th year in the sales profession and the 27th since my first sales training role. For the past 25 years, I’ve focused on finding holistic performance solutions that move the needle on the metrics that matter and radically improve sales mastery and performance. I’m still enjoying a […]
Continue readingHow to Build a Blended Sales Training Curriculum That Gets Results
Sales training can be part of a well-designed solution set that radically improves sales performance. It can also be a tremendous waste of time, energy, and money. To get results, you need to implement sales training within the framework of an Sales Learning System, which I’ve written about previously. In this post, I’ll offer […]
Continue readingTransform Your Sales Results with a Systems Approach – Part 4: Sales Training
In Part 1 of this series, I shared that the solution to our current sales problems and the vehicle for transforming your sales results is a Systems Approach to Sales. The four systems I cited are: Sales Selection System Sales Readiness System (formerly Sales Support) Sales Training System (formerly Sales Learning) Sales Management System In Part 2 of […]
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