Marie

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Sales Ops: Masters of Change Management

Businesses need roadmaps. CEOs strive to keep their companies moving, so they have to know where they are, where they’re going, and most importantly, …

7 Things Leaders Do to Help People Change

Ever tried to change anyone’s behavior at work? It can be extremely frustrating. So often the effort produces an opposite result: rupturing the relationship, diminishing job performance, or causing the person to dig in their heels. Still, some approaches clearly work better than others.<p>We reviewed …

Cage-free eggs cracked these corporate shells

Life on the farm is getting a little easier for hens supplying the U.S.'s $10 billion egg market.<p>In 2015, companies that buy hundreds of millions of eggs a year promised to switch over to cage-free eggs.<p>About 95% of America's shell eggs come from caged chickens, The Humane Society of the United …

Agriculture

Why Sales Organizations Fail

What prevents a sales organization from achieving success? After studying hundreds of sales organizations, I have found the answer to this question is directly related to the challenges associated with their development stage.<p>Every sales organization can be classified based upon whether it is in a …

Managers Can Motivate Employees with One Word

Human beings are profoundly social — we are hardwired to connect to one another and to want to work together. Frankly, we would never have survived as a species without our instinctive desire to live and work in groups, because physically we are just not strong or scary enough.<p>Tons of research has …

Comment on Digital Dashboards: Strategic & Tactical: Best Practices, Tips, Examples by Avinash Kaushik

<font color=blue><b>Justin:</b></font> There certainly are some tools that allow you to add text or other bits of context to the executive dashboard. …

Analytics

Onboarding Salespeople – Yesterday’s Good is Not Good Enough

Onboarding New Sales Reps<p>How salespeople are onboarded is a significant factor for building sales success. Unfortunately, it is historically one of …

Clean CRM Data Starts With A Great Mobile Experience

<b>Editor’s note:</b> <i>Andy Byrne is founder and CEO of Clari, a mobile-first sales productivity platform. Prior to Clari, Andy was part of the founding teams at Clearwell Systems and Timestock, Inc.</i><p>There is no doubt that Salesforce is one of the most widely used customer relationship management systems. …

Reinvent Your Sales Process While Still Hitting Your Numbers

If you have a monopoly, then your reward is a quiet life, one devoid of having to deal with competition. But most firms face changing competition, threats to their installed base, and quarterly investor expectations — all of which place sometimes conflicting demands on sales efforts. Sales forces …

Why Sales Ops Is So Hard to Get Right

According to “Spin Selling” author Neil Rackham, when Xerox first established a sales operations group in the 1970s to take on activities such as sales planning, compensation, forecasting, and territory design, group leader J. Patrick Kelly described his responsibilities as “all the nasty number …

Deadly Sales Management Trend #4: Sales Role Specialization

Once upon a time, there lived a salesperson called Generalist. Generalist was capable of doing a bit of everything in sales at her company, and she’d …

What Makes Great Salespeople

What behaviors drive successful salespeople? Last year, research by my people analytics company VoloMetrix identified three things that were highly correlated with top performing reps: More time spent with customers; larger internal networks; and more time spent with managers and senior leadership. …

How to Write a Great Business Plan

Few areas of business attract as much attention as new ventures, and few aspects of new-venture creation attract as much attention as the business plan. Countless books and articles in the popular press dissect the topic. A growing number of annual business-plan contests are springing up across the …

What Separates the Strongest Salespeople from the Weakest

What separates high-performing salespeople who exceed their quota from underperformers who miss their quotas by more than 25%?<p>I recently conducted a research project involving nearly 800 salespeople and sales leaders to better answer this question. In addition, I have had the privilege to interview …

3 Tips To Refine Your Sales Process

Lead generation can be a difficult task. Don’t be afraid to ask for help and the best suggestions can come from the sales team. Below are three steps …

What Is Strategy, Again?

If you read what Peter Drucker had to say about competition back in the late ’50s and early ‘60s, he really only talked about one thing: competition on price. He was hardly alone — that was evidently how most economists thought about competition, too.<p>It was this received opinion Michael Porter was …

Do You Really Need to Hold That Meeting?

“Let’s schedule a meeting” has become the universal default response to most business issues. Not sure what to do on a project? Let’s schedule a meeting. Have a few ideas to share? Let’s schedule a meeting. Struggling with taking action? Let’s schedule a meeting.<p>Although scheduling a meeting <i>can</i> be …

The Four “I’s” of Every Transformational Leader

A few weeks ago something extraordinary happened to me! For the first time after several years working in a big corporation I felt the presence of a</b> …

Four Tips For Effective Leadership Communications

Business owners and key executives create their company culture and that culture drives their organization’s results. If you are a leader who is not …

How to Really Motivate Salespeople

Before I became a business school professor, I worked as a management consultant. One engagement in particular had a profound influence on my career. The project involved working with the Asia-based sales force of a global consumer products company. This company practiced “route sales,” which meant …

What People Are Really Doing When They’re on a Conference Call

If you’re reading this while on a conference call — perhaps even in the loo — you’re not alone. It turns out many U.S. employees would rather do just about anything rather than listen intently to their coworkers from a remote location.<p>According to InterCall, the world’s largest conference call …

Is It Your Sales Process?

Most organizations I work with have a sales process. But when I look at it, it’s not THEIR sales process.<p>Sure it’s a sales process, but it’s not …

The Best Customer Experience Strategies Are Invisible

Have you heard of the Iceberg Theory? It stems from the writing style of Ernest Hemingway, who believed the underlying meaning of stories shouldn’t …

Regular Exercise Is Part of Your Job

When we think about the value of exercise, we tend to focus on the physical benefits. Lower blood pressure, a healthier heart, a more attractive physique. But over the past decade, social scientists have quietly amassed compelling evidence suggesting that there is another, more immediate benefit of …

H​ow To Improve Your Sales Process With Data

There are many aspects of sales that play into closing that next deal faster and better than the last. While sales technology, process, acceleration, …

Sales Management: The Need For Creativity

<b>Sales Management: The Need For Creativity!</b><p>This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. …

Sales Teams Need More (and Better) Coaching

On the ride back from Redwood City to San Francisco, my manager John and I hardly said a word to each other. We’d just left the headquarters of Oracle, and one of my worst sales calls ever. During the meeting, I had done my best to identify specific objectives the company might have that would …

Why your best sales operations candidates are former sales reps

Some of the best demand generation marketers I’ve worked with have actually come from the sales side. They spent the early part of their career …

Marketing
Big Data