Your higher level corporate body made the decision for you………..they would send in the “crack” team to run the diagnosis over your affiliate sales team, just like they had planned to do with all the other affiliates across the corporate global footprint. “What the hell” you thought………….”hey , I am not paying for it, corporate […]
Author: Glenn Guilfoyle
How to adequately account for it in taking your sales team design to The Next Level What would you answer if you were asked by your superiors, without notice, about the dollar value of the cost of a sales visit executed by members of your sales team? Would you quickly divide an average Sales exec […]
(Too) Many sales organisations undertake a CRM strategy and associated hefty investment ……. and then when the software vendors come on site to undertake their (too) often “generic customisation”, the purchasing sales organisation is jolted into a process that forces them to retro-think about the functionality and the process support that can be derived from […]
How to adequately account for it in taking your sales team modelling to The Next Level “How long do you allow for when it comes to typical or average visit duration?” I asked three people this question – each person has a significant stake in the answer. • “oh could be anything from half an […]
Or How… which one is the chicken, which is the egg when it comes to sales team structure? Last week we reflected on “When and why to restructure the sales team/organisation or how”……. and finished the first of this two-part post with the claim that there is a different way when it comes to continuously […]
Or How…………. which one is the chicken, which is the egg when it comes to sales team structure? “Glenn, we’ve asked you in because we are currently grappling with the question around whether the long-standing structure and deployment of the sales team is still optimal, as our environment and competition evolves”. I was all ears, […]
A not-so-banal question crucial to moving your sales team productivity and strategy to The Next Level Last week we posed this trivial sounding question and looked at some living examples to show why this question is not as trivial as it may seem. A not-so-banal question crucial to moving your sales team productivity and strategy […]
“The consumer who takes the medication we manufacture is not our customer – the doctors and pharmacists who make the medication choice are” “The wholesaler who on-sells our product is not our customer – the retailer is” “The wholesaler who just picks, packs and moves our product is not our customer, but the distributor who […]
A dearly beloved of ours had recently undertaken its inaugural sales team optimisation exercise , and in keeping with best practices, a year later planning to re-run the exercise with refreshed data. The company enjoyed almost 10% growth in a flat market, with only partial implementation of the sales team optimisation outputs (the reasons for […]
Back to my self-indulgent musing about the “good old days” when we used to hand write customer visit notes into cardboard call cards, stop off at the ubiquitous red public phone booth by the side of the road, and used printed street directories. In those dim dark yesterdays, we used to call the “sales system” […]