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3 Strikes and Your Out - The Need for Sales Force Consistency
I place a higher value on consistency than I do on talent. I don't care how much potential a salesperson has. If they aren't performing the basics - consistently - then the talent is wasted.

Business in 2009 - Do you really need to be a Fortune Teller
No know really knows how the overall economic climate will play out over the coming months and possibly years. What we can say is that individual businesses will be defined by the decisions they make and the actions that they take.
Help Your Way to More Sales
People buy because they want something they don’t have, they want to avoid something, or they want to solve a problem. They’re looking for someone to help them. Can you be the exact person to provide that help?

The Sales Management Equivalent to Baseball's Pitch Count
One friend suggested I find a way to correlate pitch count to sales. No problem. I am not a proponent of a sales manager doing the closing for his salespeople, however, should a two-call close cycle be on its fourth call; a six month sales cycle be in its tenth month, an exception is certainly called for. Or, if you consider a salesperson who is expected to perform certain levels of activity, who isn't meeting expectations, another exception might be called for.

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