Month: September 2018

On the KPI of Referring

“Some sales leaders do measure reps based on referral results, but referral activities are the referral metrics that matter. Results metrics are a lagging indicator, and you can’t manage to results. You can manage to these activities: number of people asked, number of referrals received, number of meetings scheduled, number of meetings conducted, and the close ratio…
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How Top Salespeople Stay Motivated

With a steady drumbeat of negativity and business challenges, even the best printing salespeople sometimes struggle to stay focused and motivated.  From motivational books to daily meditation, we have seen salespeople try any or all techniques imaginable. Whatever the strategy, self-motivation is always longer lasting and sustainable than external motivation. Unfortunately, there is no magic potion…
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On Sales and Ethics

“As a sales leader, you’re tasked with impacting others, but what does that really mean?  Whether it is a meeting with a customer, another department in your company or a person who works for you, the need to care for them is essential.” “Anyone can stand up when everyone around them is standing up.  It’s…
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Solving the Mystery of Successful Sales Enablement

There’s no question about it: Sales enablement is a difficult task that is compounded by an enormous amount of confusion. To clear the smoke and bring some much-needed clarity to this function, it’s important to take a look at what sales enablement actually is and how to tackle it for greater success within your sales…
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