Different Lenses, a regular feature of The Sales Operations Blog, is a series of blog posts that presents two different perspectives on how to tackle various sales challenges. By looking at a different problem each month, first through the lens … Continue reading
Much of the work we’ve done as sales productivity consultants assisting clients with their sales plans has been done primarily with sales management. While this may have been appropriate in the past, the rise of sales operations as a critical … Continue reading
“Planning is bringing the future into the present so that you can do something about it now.” — Alan Lakein “In preparing for battle I have always found that plans are useless, but planning is indispensable.” — Dwight David Eisenhower … Continue reading
It is Q4, so you are likely working with your team to set 2011 annual objectives. Two concepts to consider are “outcomes versus activities” and “activities versus results”. Outcomes Versus Activities When creating a strategic plan, outcomes are the “critical … Continue reading
Sales training, although very important, is not the Holy Grail of preparing sales representatives for success. I recommend that you think “sales readiness” instead. “Sales readiness” is the process of creating and executing on strategies to prepare a sales organization … Continue reading
The MIT Sloan Sales Conference on April 17, 2009 was one of the best, full day sales conferences that I’ve attended. The theme was “Sell or Sink: Navigate the Crisis” and the day’s activities included panel discussions with CEOs and industry experts, workshops and several impressive keynote speakers including Dr. Robert Cialdini best known for writing the book “Influence: Science and Practice”. Continue reading