High tech sales executives need to be constantly evaluating how their sales people are performing and their sales effectiveness. The quantitative evaluation process starts with analyzing one or two key sales performance metrics and the associated data.
Tim Rooney – A seasoned CEO Tim draws on decades of corporate success to help individuals and business owners accelerate their sales growth and build a sustainable competitive advantage. The 12 most surprising things I’ve learned from 10 years of Sales Training Over the last 10 years, I have trained and coached many 100’s of … read more
The Benefits of Interim Management I usually like to write about sales and marketing issues, and synergy and strategy stuff. However, today I wanted to weigh in on the evolution of work, and comment on our ability to cope with the changing environment. In speaking with a number of CEO’s, several have confided their frustration … read more
Why great leaders walk tightropes! I think the most overused word in the business lexicon is STRATEGY. Many business leaders populate their days in meetings about strategy … corporate strategy, product strategy, pricing strategy, etc. The other extreme is to forget about strategy altogether, in an effort to be seen as doing something. As humans, … read more
In her recent Globe and Mail article Marina Strauss did her usual great job covering the impact, real and imagined, on Canadian retail as more U.S. operators prepare to enter the market. Nordstrom’s legendary customer service was illustrated by the story of an associate who drove 200 kilometers to return a customer’s bag as she … read more
Second in a series on Sales & Marketing Integration… Whether your organization operates in a B2C or B2B environment, whether your company is large or small, or whether you sell products or services, your salespeople are facing exponential change in today’s competitive marketplace. Salespeople have traditionally had a more tactical focus. However, the pace of … read more
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