When I started out as an inside sales rep for a distributor selling hardware and software computer solutions, I noticed that I was one of just a few women on the sales team. At first, I didn’t think much about the gender imbalance. I was hired for the role by the VP of Sales who was a woman. My first front-line sales manager in that company was a woman too. Later, I simply … [Read more...] about Balancing the Diversity Scales in Sales
Creating differentiated, personalized customer experiences is a top business initiative for most organizations. Executives know that when exceptional experiences are delivered, they distance themselves from their competitors. The reverse is also true. When things don’t go well, the negative brand impact on your company has greater potential for damage that goes far beyond … [Read more...] about Does Your Sales Experience Deserve a Star Rating?
The many sales challenges faced by men and women in sales roles are largely the same. Difficulty getting through to buyers. Not enough qualified opportunities in the pipeline. Too much admin work and not enough selling time. Trying to keep competitors at bay. Keeping sales skills sharp. The rapid pace of change. And more. I’ve written about the business case for women in … [Read more...] about Ladies – You are the Architect of Your Sales Success
Everyone has goals, big and small. Some we meet, some… not so much. In the sales profession, alas, goals are more often missed than attained. And if you’re leading a sales team, the odds are high that at least some of the people you’re responsible for are missing their targets at least some of the time. There’s nothing wrong with setting goals. In fact, it’s … [Read more...] about Why Your People Keep Missing Quota and What You Can Do About It
Let's talk about your plan to CRUSH QUOTA using a simple funnel formula to help you build pipeline and revenue. If you prefer to listen rather than read, listen to the audio clip below. Why do you need a formula? Reps are almost always too optimistic about the ratio of their activity to opportunities on their path to close. Take matters into your own hands … [Read more...] about Are You Following a Funnel Formula to Crush Quota?