5 Must-Haves to Nail Your Sales Kick-Off Meeting

By David Szen

A Sales Kick-Off meeting (SKO) is a huge investment for any company gathering more than 100 sellers in one place to gear up for a new year. In our experience participating in myriads of SKOs, we have seen an unfortunate disconnect between what companies think they’re delivering versus what their sales teams are actually taking away. While companies leave their SKOs believing their sellers are energized and educated, attendees often view the experience as a three-day string of mundane sessions, offering little or no tangible takeaways to use in their sales activities going forward.

What are the elements that make a great Sales Kick-Off meeting and what are the pitfalls to avoid?

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The Highs and Lows of Sales: Part III

By Erica Abt

If you read the first two editions of “The Highs and Lows of Sales,” you probably agree that achieving cyclical sales goals is hard, whether you are an individual sales representative or a manager. Here are a few tips that have helped me find stability when facing challenging business expectations – I hope they help you, too.

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Sales Coaching Collision – Old School Meets New School

By David Szen

At a recent workshop I engaged in a conversation involving three parties, each from a different generation. Representing Generation X, I approached a Baby Boomer Sales Manager and a Millennial Seller discussing the ideal amount of activities required to fill out a “robust” pipeline. It quickly became clear that the Manager did not feel that the Seller was getting in front of enough prospects.

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Work Hard, Play Hard – The Annual Sales Meeting Mentality

By David Szen

If you hang in a professional sales, consulting or sales leadership role long enough you will spend a few weeks of your life at the ANNUAL SALES MEETING.  You know, the ones with clever themes that are going to make you feel like changing the world: “Aim Higher,” “Deliver,” “Innovate and Motivate,” “All Together,” “Amp it Up.”  I could go on forever about the time and money companies spend to differentiate their yearly sales rendezvous - I have the t-shirts, water bottles, bag tags and pens to prove it - but at the end of the day, these meetings share a common purpose that usually boils down to a combination of the following:

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The Millennial Sales Pursuit – You Spin Me Right ‘Round

By David Szen

In consulting, we have the pleasure of working with clients across a variety of industries who share interesting stories.  Every once in a while you hear a story that makes you stop and think about the traditional ways we try and advance a sale. Here is one of those such stories…

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7 Steps to Sales Force Transformation Blog Series – Step 3: Building Your Case for Change

By Warren Shiver

In our research on sales force transformations for our new book, 7 Steps to Sales Force Transformation, the greatest challenge we heard from our interviews, as well as the survey was the difficulty in achieving sustainable change within a sales team. Even though sales teams and leaders excel at convincing others to change, they are typically highly resistant to change themselves. It’s no accident that there are five steps required to complete in our sales force transformation approach before moving to implementation, and this blog focuses on the third step: building your case for change.

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7 Steps to Sales Force Transformation Blog Series – Step 2: Building the Foundation and Vision of the Future

By Michael Perla

What is your vision for the future? Do you know what you want the sales organization to become? Is your vision of the future big-and-bold and inspiring? These are several of the key questions that Warren Shiver and I set out to answer with a two-year research project that culminates with the publishing of our book, the 7 Steps to Sales Force Transformation.

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7 Steps to Sales Force Transformation Blog Series – Step 1: Drivers of a Transformation

By Warren Shiver

What does it take to truly transform your sales organization? Do you even need to transform, or simply tweak? What levers can you pull to ensure and even accelerate success? These are several of the key questions that Michael Perla and I set out to answer with a two-year research project that culminates with the publishing of our book, the 7 Steps to Sales Force Transformation, to be published by Palgrave Macmillan on January 5th, 2016.

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The Highs and Lows of Sales: Part I Managing the Motion Sickness that Comes with a Sales Role

By Erica Abt

After several of years of facing challenging sales targets, I realized my job had started to feel like a roller coaster, constantly sending me through extreme emotional highs and lows depending on my performance. Most professionals who choose sales or account management as a career path care about hitting goals, but the fact is that most goals are manipulated to stretch the sales rep just enough to encourage him or her to put forth extra effort in order to achieve their targets.

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4 Ways to Cut Cost of Sales (Without Cutting Heads)

By Tom Martin

Like many business projects, sales effectiveness projects are often focused on the big 3 – Increasing revenue, cutting costs and/or reducing risks. When we talk to sales leaders, the primary stated business objectives of sales transformation projects usually tie back to increasing revenue – capturing new accounts, improving up-sell and cross-sell, increasing renewal rates, increasing revenue per seller productivity.

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