As we move into the last part of the year, managers have intensified their focus on how to increase sales productivity. Short-term fixes such as new technology, revising comp plans and quick-hit training programs seem to be the first place managers look but these approaches aren’t enough to generate long-term success. So what does change […]
It is a truism in life that everyone wants to be successful. As we all know, success is not evenly distributed. Just look at data on top producers and their impact on sales volume. Twenty percent of originators produce roughly 60% to 70% of the total volume at any given company. Success and how to […]
Fifteen days from now Fall will officially start, but for me, the kickoff of the season is always the first football game. Our town is excited that for the first time in a long time, our Eagles will be competitive and might go deep in the playoffs. Coach Chip Kelly has turned football upside down […]
Everyone realizes that selling has changed — products are commodities and buyer choices are extensive. The value of products and services has declined since buyers perceive they can get them from many providers. For instance, once Apple came out with its iPhone, a slew of competitors surfaced. There are always others who will jump in […]