The economic indicators during the past couple of weeks have given us eternal optimist’s a glimmer of hope that the recession has finally run its course, and the worst is now behind us.
Although we should continue to proceed with caution until all signs clearly point to the north, there are some things you can do and should be doing now to improve your business results in the recovery-based economy that is ahead of us. Continue reading…
Globalization, mergers, acquisitions, downsizing, bankruptcies, and the pandemic have collectively turned our economy and traditional business models upside down. However, despite the churn, despite all of the complexities and changes that we have seen to our business ecosystem, there still exists one simple, basic business truth.
“Nothing happens until somebody sells something”.
The sales organization is the most important resource for any business, and your sales people are the life-line to the customer. Building a high-performing sales organization is absolutely crucial for any company that wants to achieve sustainable business growth and profits. Continue reading…
Has sales leadership become a lost art? I hear all the rhetoric about how marketing has replaced selling, and that consumers are now much more educated and informed as a result of the Internet. But have consumers become more sophisticated out of necessity because so many companies they do business with have poorly trained sales staffs?
I know I am biased on this subject. I was blessed to have received nine months (yes you read that correctly) of intense sales training at AT&T’s National Sales School, and received a world class training experience. At that time, there were a number of companies who had similar outstanding sales training programs including IBM, Xerox and Proctor & Gamble to mention a few. And all of these companies were also recognized as the market leaders in their respective industries. Is there a direct correlation here? Continue reading…