When the pandemic kicked off, we reacted fast and fled indoors. Businesses fell, schools went online, and in some countries the public was put on a strict curfew. It was an appropriate reaction to a crisis. Are we still in crisis or is this something different? Do we need to slow down business operations? I’ve […]
sales management consulting
Your salespeople have got the perfect solution for your customer’s problem – but how will the client pay for it? Can your sales professionals help them figure it out? Do they understand how the numbers look, even to measure their own sales performance? As we’ve seen time and again with our own sessions for sales […]
Short answer: yes, if the client is willing to put in the work. The person who can guarantee bigger sales revenues is not the sales consultant. At the end of the day, it’s actually up to the client. The sales consultant can advise, recommend and occasionally cajole — but the company that hired them has to […]
“The only metric that matters is how much you sold.” Of all sales coach tips, this one might be the worst. This idea gets tossed around a lot by experienced sales managers and executives who ought to know better. This is wrong – seductively, egregiously wrong. Even worse, plenty of people – from sales professionals […]
In my sales consulting experience, the problems can sometimes seem impossibly hard — until you break it down into bits you can tackle, one part at a time. I think back to one education organization that needed serious help. Their college was in big trouble. Student enrollments weren’t budging. They had no sales pipeline to speak […]
Firms often call us for strategic sales consulting when they’re already in crisis mode, but not always. Back in 2010, I was contacted by a small business aiming to scale up revenue and become a national competitor. They did have two salespeople, but they didn’t have a sales strategy in place to make their desired […]