Comments for Pat's Blog http://patsherlock.com/blog Just another WordPress weblog Sun, 03 May 2009 22:32:09 +0000 http://wordpress.org/?v=2.9.2 hourly 1 Comment on Isn’t it Time that Compensation Practices Get Reviewed? by Mark Owens http://patsherlock.com/blog/?p=8&cpage=1#comment-19 Mark Owens Sun, 03 May 2009 22:32:09 +0000 http://patsherlock.com/blog/?p=8#comment-19 Not sure how we would tie compensation to the performance of the asset since that is not known until 1 - 3 years out from origination. Mortgage sales people will argue that the underwriters are responsible for the quality of the asset and underwriters are to protect the company from originating bad assets. Not sure how we would tie compensation to the performance of the asset since that is not known until 1 – 3 years out from origination. Mortgage sales people will argue that the underwriters are responsible for the quality of the asset and underwriters are to protect the company from originating bad assets.

]]> Comment on Sales as an Art? by admin http://patsherlock.com/blog/?p=5&cpage=1#comment-11 admin Mon, 16 Mar 2009 14:49:24 +0000 http://patsherlock.com/blog/?p=5#comment-11 Your Welcome--have a great Sales Day! Your Welcome–have a great Sales Day!

]]> Comment on Sales as an Art? by admin http://patsherlock.com/blog/?p=5&cpage=1#comment-9 admin Thu, 05 Feb 2009 18:15:46 +0000 http://patsherlock.com/blog/?p=5#comment-9 Hi Mike--will do--I am always interested in reading what others are saying about sales(it my view most stuff I read is not very good or practical--it sounds like you are different--I am big on benchmarking but I see alot of talk and no action)--anyway, I have written a few books myself on financial sales--am thinking about writing another one on sales managing----I will let you know what I think of yours and I will circle back to you--Thanks for the information regarding your book--Pat Hi Mike–will do–I am always interested in reading what others are saying about sales(it my view most stuff I read is not very good or practical–it sounds like you are different–I am big on benchmarking but I see alot of talk and no action)–anyway, I have written a few books myself on financial sales–am thinking about writing another one on sales managing—-I will let you know what I think of yours and I will circle back to you–Thanks for the information regarding your book–Pat

]]> Comment on Sales as an Art? by Mike Drapeau http://patsherlock.com/blog/?p=5&cpage=1#comment-8 Mike Drapeau Thu, 05 Feb 2009 17:55:38 +0000 http://patsherlock.com/blog/?p=5#comment-8 Pat, I have lots of thoughts on the matter. Our clients are largely those outside the financial sector so we may have divergent experiences. Right now, the demand for our benchmarking services is strong. Most of those who beat a path to our door have large direct sales forces that they feel are optimized, but are not sure whether the issue lies in the expense side or the productivity side or both. We give them the option to benchmark themselves using empirical not survey data. Fighting against the "sales is an art form" argument has been our mantra for some time. It's only $20, but I ask that you buy the book, read it, and then give me your honest and critical opinion. There may be synergies that lead from the page from your business and ours. Please let me know what you think. Cheers, Mike Pat,

I have lots of thoughts on the matter. Our clients are largely those outside the financial sector so we may have divergent experiences. Right now, the demand for our benchmarking services is strong. Most of those who beat a path to our door have large direct sales forces that they feel are optimized, but are not sure whether the issue lies in the expense side or the productivity side or both.

We give them the option to benchmark themselves using empirical not survey data.

Fighting against the “sales is an art form” argument has been our mantra for some time.

It’s only $20, but I ask that you buy the book, read it, and then give me your honest and critical opinion. There may be synergies that lead from the page from your business and ours.

Please let me know what you think.

Cheers,
Mike

]]> Comment on Sales as an Art? by admin http://patsherlock.com/blog/?p=5&cpage=1#comment-7 admin Thu, 05 Feb 2009 15:18:51 +0000 http://patsherlock.com/blog/?p=5#comment-7 Hi Mike---I am not sure I have--I have read quite a few books and articles on this topic--and I have written about it myself in various articles I have done--however, I would be glad to read yours--my business consults and has assessments in the financial sector and I see this issue all the time--Even when managers have the numbers for example---when we do validation studies showing what correlates with sales success--I see many times---there is a built in resistence to accepting them-frankly I don't get it--sales groups are way behind on this issue--i am interested in hearing your thoughts--Pat Hi Mike—I am not sure I have–I have read quite a few books and articles on this topic–and I have written about it myself in various articles I have done–however, I would be glad to read yours–my business consults and has assessments in the financial sector and I see this issue all the time–Even when managers have the numbers for example—when we do validation studies showing what correlates with sales success–I see many times—there is a built in resistence to accepting them-frankly I don’t get it–sales groups are way behind on this issue–i am interested in hearing your thoughts–Pat

]]> Comment on Sales as an Art? by Mike Drapeau http://patsherlock.com/blog/?p=5&cpage=1#comment-6 Mike Drapeau Thu, 05 Feb 2009 11:20:19 +0000 http://patsherlock.com/blog/?p=5#comment-6 Pat, Wondering if you had recently read our book, Making the Number (published by Portfolio Books), which makes all these points using the same lingo and even references (like Billy Beane). Our entire reason for being as a company is to advance the discipline of sales benchmarking and best practices adoption. If you had not run across our book, I would like to recommend you pick up a copy (can be ordered at www.makingthenumber.com. If you had seen it, we welcome your thoughts on the book and, ask that in your blog, you provide attribution. Regards, Mike Drapeau (770) 363-2045 Sales Benchmark Index Pat,

Wondering if you had recently read our book, Making the Number (published by Portfolio Books), which makes all these points using the same lingo and even references (like Billy Beane). Our entire reason for being as a company is to advance the discipline of sales benchmarking and best practices adoption.

If you had not run across our book, I would like to recommend you pick up a copy (can be ordered at http://www.makingthenumber.com.

If you had seen it, we welcome your thoughts on the book and, ask that in your blog, you provide attribution.

Regards,
Mike Drapeau
(770) 363-2045
Sales Benchmark Index

]]> Comment on Hello from Pat Sherlock by admin http://patsherlock.com/blog/?p=3&cpage=1#comment-5 admin Wed, 04 Feb 2009 15:38:55 +0000 http://patsherlock.com/blog/?p=3#comment-5 Hi Mark---yes I see it constantly in our consulting--in fact--one of the first things we do is to determine who the underperformers are and put them on plan to improve or be exited. Typically, the poor performance was known but the managers did not do anything about it. This is occurring even now when it really shouldn't when there are so many good people out there that could be recruited for the position. I find this unbelieveable---similar to the Eagles ever winning the Superbowl! Well, there is always next year. Pat Hi Mark—yes I see it constantly in our consulting–in fact–one of the first things we do is to determine who the underperformers are and put them on plan to improve or be exited. Typically, the poor performance was known but the managers did not do anything about it. This is occurring even now when it really shouldn’t when there are so many good people out there that could be recruited for the position. I find this unbelieveable—similar to the Eagles ever winning the Superbowl! Well, there is always next year. Pat

]]> Comment on Hello from Pat Sherlock by Mark Owens http://patsherlock.com/blog/?p=3&cpage=1#comment-4 Mark Owens Wed, 04 Feb 2009 11:08:57 +0000 http://patsherlock.com/blog/?p=3#comment-4 I agree. Average to weak performers are kept on and carried waiting for the next refinance wave until a couple of good months "prove" they can produce. A good month in the current environment only proves they can answer the phone and take an order. I agree. Average to weak performers are kept on and carried waiting for the next refinance wave until a couple of good months “prove” they can produce. A good month in the current environment only proves they can answer the phone and take an order.

]]> Comment on Hello from Pat Sherlock by admin http://patsherlock.com/blog/?p=3&cpage=1#comment-3 admin Mon, 02 Feb 2009 17:03:15 +0000 http://patsherlock.com/blog/?p=3#comment-3 Hi Bill--thanks for your comment--let me know of any topics that are important to you so we can address them. We always want to hear from the sales trenches! Have a great week. Pat Sherlock Hi Bill–thanks for your comment–let me know of any topics that are important to you so we can address them. We always want to hear from the sales trenches! Have a great week. Pat Sherlock

]]> Comment on Hello from Pat Sherlock by Bill Powell http://patsherlock.com/blog/?p=3&cpage=1#comment-2 Bill Powell Mon, 02 Feb 2009 15:05:51 +0000 http://patsherlock.com/blog/?p=3#comment-2 Good advidise as always. Good advidise as always.

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