Posts in: Sales Performance

How to Transform Your Sales Performance (Part 4 of 4)

In our last post of this series, we will focus on elements of sales strategy. Specifically, we will address:  Customer and Opportunity Segmentation Resource Mix Territory Alignment Customer and Opportunity SegmentationWhen customers ask me what approach they should take to...

How to Transform Your Sales Performance (Part 3 of 4)

Following the post on the structural elements in building a high performing sales organization, in this piece, we will take a closer look at sales operations. Specifically, we will address: Compensation Technology Reporting and Metrics CompensationA significant challenge organizations face...

How to Transform Your Sales Performance (Part 2 of 4)

In the first part of this series, we discussed the overall approach and framework involved in building high performing sales organizations. Here, we begin breaking down the key elements to explore “what” and “how” to address Sales Structure. From a...

How to Transform Your Sales Performance (Part 1 of 4)

With the consistently changing business landscape – mergers, acquisitions, expansion, contraction, globalization, economic and regulatory pressures – organizational leaders need to consistently think about the best ways to serve current, future, and previous customers in growth of the firm. Primary...

How to Secretly Hack Kate Spade’s Marketing Genius

My love for Kate Spade started with their classic, utilitarian, colorful handbag, but more recently I’m equally impressed with their level of customer service. I was shopping in the Queenstown, MD Outlet in search of an everyday bag. Not only...

3 Situations Where “More Training” Won’t Move the Production Needle

As a management consultancy with a vision tied to helping companies GROW REGARDLESS, you can imagine, we get frequent inquiries to help companies train their teams (sales, business development, managers, service staff) so the employees can perform better.I’ll let you...

Why True Fire-Walkers Need Help to Keep Holding Their Feet to the Flame

“Your are not a product of your environment, but of your expectations”- Wes Moore, New York Time’s best-selling author, TV host, Rhodes Scholar, businessman, and US Army veteranThis quote resonates with me mostly because of my personal story. In one...