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Tom Peters States “Training Is the Number One Profitability Strategy for Your Company”

Tom Peters’ 2018 book The Excellence Dividend  talks about how critical skills and capability development is for any department in your organization. In fact, he states that training is the number one profitability strategy for your company.

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The Emergence of Investments in RVP/AVP Coaching Training

Leadership

I’m blessed to have developed a strong relationship with my fellow CEOs at sales training, consulting and advisory firms around the world.  We chat at conferences, via email, and exchange notes quite often.  There is one topic that we all unanimously see as high growth, and customers scrambling to level up – training/coaching for the Regional VP’s or Area VP’s of Sales.

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Eliminate “Random Acts of Prospecting” with an Activation Cycle – SLA

When you walk the sales floor, or conduct your 1-on-1’s with your sales team this week, pay attention to the “random acts of prospecting”.  Seller A is so different than Seller B, and Seller C has no plan, and Seller D is so objective with their process”. You’re not alone! These are very common things I see inside sales organizations around the world. Sales professionals are given so much latitude, that there is absolutely no real prospecting process. Yes, there are current or lagging indicators such as:

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Are You Focused on specific key accounts? Learn to focus on 1-2 digital sales plays.

Do you have only 10 accounts? Does your entire sales division focus on only 100 global accounts? Digital sales is not a “prospecting” motion in your mind, as you’re looking for an account management motion. While these accounts may or may not be existing customers, the 500,000,000 user database in LinkedIn is of little consequence to you.

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Do’s and Don’ts for your 2019 Sales Kickoff

Having participated in 100’s of tech company Sales Kickoffs (SKO) and witnessing the thousands of dollars to the multi-million dollar events, I thought it would be timely to share my observations, tips, do’s and don’ts in a blog.

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How Do I get Started with my 2019 Sales Plan?

Calling all sales leaders! 2019 is right around the corner and that means your 2019 revenue number is probably bouncing around your head right about now. Questions like:

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4 Tips to Prepare Your Sellers for the BIG Q4 Push

After the slower summer months, many companies experience a big push through Q4. In fact, companies may do more than half of their sales during the last three months of the calendar year. The pick-up is often attributable to sales professionals redoubling their efforts when they return to their desks in September.

Ensure you know industry best-practices for skill-based training with this  executive kickoff planning kit.

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The Slower Months of the Year Are the Perfect Time for Skills Development

Many sales leaders are familiar with the so-called summer slump. Generally speaking, business slows down when the warmer weather arrives. Decision-makers are out of the office, and it may be more difficult to gather key people in order to make a decision.

Companies that forget to practice social selling daily are 40% less likely to  hit their revenue goals.

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How to Measure Sales Training ROI

How_to_Measure_Sales_Training_ROI

Improving sales performance and driving growth in the sales department are important objectives, and sales leaders must spend wisely to maximize any sales investments they make. Whether it’s technology or personnel, the expenditure must contribute to growing the bottom line.

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How to Close the Skill Gap among Sales Reps

How_to_Close_the_Skill_Gap_among_Sales_Reps

Market leaders hire the top sales talent. It’s a strategy that often works well, and many try to imitate it. Sales leaders know they can’t necessarily hire the “best of the best” each and every time. Sales teams reflect this. Around 15 percent of a sales team consists of the high achievers and overperformers. Another 15 percent will fall at the other end of the spectrum. The majority of salespeople, about 70 percent of the team, are core performers.

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