BLOG ROUNDUP FROM THE SALES LEADERSHIP BLOG How to Get Peak Sales Performance Without Micro-Managing
Nobody likes a micro-manager, because they get in the way of people actually doing their jobs.
JONATHAN WHISTMAN SENIOR PARTNER ELEVATE HUMAN POTENTIAL
In sales management, you might find the sales manager obsessing over the CRM data; constantly monitoring the number of calls, meetings, and emails; or incessantly phoning the salesperson to get an update on what’s happening in the field (even when it’s in the CRM). The urge to micro-manage comes when sales managers know they are responsible for the sales results – and this pressure of responsibility for sales results causes them to want to constantly check the pulse of what is going on with the team. How can you get peak sales performance without micro-managing? Here are a few power tips. Read More >
FROM THE SELLING POWER BLOG Your New 10-step Sales Pipeline Performance Checklist
ROBERT PEASE CO-AUTHOR FULL FUNNEL MARKETING
Heinz Marketing recently launched a specific practice area around pipeline perfor- mance. From our point of view, the pipeline is the ultimate focal point for all sales and marketing activities and accountability. It tells you where your marketing efforts are being successful…or not. It tells you where your sales efforts are being success- ful…or not. To truly understand performance, you must measure it consistently and over time. But what do you measure? How do you interpret the results and make meaningful changes? We believe using this 10-point checklist will get you started on the right path and provide some interesting learning along the way. Read More >
FROM THE SELLING POWER BLOG How to Leverage Value to Achieve Profitable Growth
DIANE WILLIAMS PRODUCT MANAGER MHI GLOBAL
The corporate world is in the midst of a significant shift in business strategy. The estab- lished emphasis on bottom-line efficiency that gave the business world such familiar techniques as downsizing, restructuring overhead value analysis, and reengineering is being replaced by a new interest in strategies for boosting growth. The sign that the shift is both real and profound can be seen in the changing pattern of consulting revenues. Consulting firms – which, a couple of years ago, were grazing the lush pastures of cost-reduction advice – are now experiencing something of a famine. Because of that, many consulting firms have opened sales-effectiveness practices to help their clients boost revenue. Here’s how they’re doing it – and how you can, too. Read More >
10 | NOVEMBER 2016 SELLING POWER © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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