December 6th, 2011
Spin Selling……………Solution selling………….Conceptual selling…………….New conceptual selling………Professional selling skills……….the list goes on and on. The Sales sections of bookstores are loaded with them. Since the mid 1980’s, professional selling started to garner enough respect to be studied and written about. The Huthwaite group were possibly the early pioneers, and they observed and captured data to analyse [...]
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November 13th, 2011
Previous monthly discourses have touched on the critical importance of visit activity rate benchmarks as part of the solution to the problem of sales team productivity and RoI. This month’s topic will return, albeit from a different perspective. We have already seen that the true cost of a Sales Exec visit when [...]
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October 10th, 2011
Ever pondered how much your company invests to pay, incentivate and fully equip the sales force to deliver the revenue budget they are set? Ever wondered what impact reducing the investment by 10% would have on the ability to deliver the revenue budget? What if the revenue budget was increased by 10%….what increase if any, [...]
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September 12th, 2011
As a disciple of the church of sales science……..and a sales consultant all in one…………I have to confess that I am as guilty as that other one over there for using jargon when communicating on my topic of great passion……….. sales team productivity and return on investment (see…….I told you so!). I would like to [...]
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