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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The Five Disciplines Top Sales Performers Master

By Symmetrics Group

We asked the best of the best of our sales superstar network to tell us what drives their off-the-charts performance.

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Autonomous Selling?

By Warren Shiver

I’ve been amazed to read about and watch the developments of so-called “self-driving cars” or autonomous driving. The potential for this technology to fundamentally re-shape transportation in this country is almost limitless, from reducing the # of cars per household (or even ownership) and the need for large amounts of on-site parking at retail and office destinations, to enabling those both young and old with a new form of point-to-point personal transportation. As many recent stories have highlighted, the technology exists today; it’s more a matter of aligning our legal and insurance approaches to align with and support a new model.

I heard Steve Cannon, the President of Mercedes-Benz USA, speak last week, and he confirmed that M-B has already demonstrated the technology – the main barrier is one of liability. In today’s environment, liability resides with the driver and their insurer, but in the future, if an accident is imminent and the “system” or software determines who or what to hit, who’s responsible?

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10 Sales Facts You Cannot Ignore This Year

By Symmetrics Group

The world of sales is changing. Here are 10 sales facts you need to know to stay ahead of the game.

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Why Your Go-To-Market Strategy is Probably Wrong

By Michael Taylor

Is your go-to-market strategy really a go-to-market tragedy? Here are 5 common pitfalls.

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The Love and War of Generational Selling

By David Szen

How can you equip your sales force to sell across generations? Here is your field-tested cheat sheet.

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6 Challenges Diets & Sales Organizations Share

By Symmetrics Group

What does your sales organization have in common with the average diet? Here is advice to tip the scale in the other direction.

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'Transforming' vs. 'Tweaking' Your Sales Force

By Warren Shiver

We have found that many sales training companies use the word “transformation” when they’re really only talking about tweaking the existing organization mostly through training, not holistic transformation. Depending on your case for change and the gap between your capabilities and desired results, rolling out sales training or a new tool might be the perfect solution.

Training could affect the change you need. Training could also prepare a sales force for an eventual transformation initiative or reinforce a transformation you have recently undergone. But training alone is not transformation.

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6 Shifts Sales Organizations Need To Lift Performance

By Symmetrics Group

Is your sales organization struggling? Here are 6 changes you can make to lift performance.

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The Levers of Sales Transformation

By Warren Shiver

Michael Perla and I have been researching sales transformations for an upcoming book – what works, what doesn’t, lessons learned, surprises – based on our firm’s consulting experience and through primary research (surveys and interviews) of more than 100 leading sales organizations. One of our observations so far is that there are several “levers” that can really amplify your ability to drive a sustainable change in your sales organization.

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