Purchasing in the business–to–business environment has changed in the last few years. Buyers are more critical, more informed, and more careful with their spends. Their focused budgets have eroded sales, which has caused sales organizations to become hyper vigilant on lagging indicators like revenue, sales-to-quota, and close ratios as a measure of success. However, lagging indicators only allow for post–mortem analysis. Conversely, leading indicators allow for course correction […]
In a recent conference survey, all of our attendees, regardless of their title or the type of company they represent, agreed that reducing overall costs was a major priority for their organizations. But where to start? When we’re working with clients, one place we start is looking at the full time equivalent (FTE) cost of each sales employee. Then, we focus on each sales person’s attainment on revenue plan for the […]
From the location of his first sales training meeting in 1987, and the Olympics in ’96 to today, John is in Atlanta, Georgia.
You have undoubtedly read dozens of articles by now on the economic and health challenges created over the past 12 months. Well, I want to share some insights on the good things that have happened during this unusual time. And as my good friend Jim said to me, “don’t put the C-word (or 19) in the title.” We are all sick of seeing and hearing it as clickbait to get us to read. So, I didn’t. There have been many positive lessons to glean from […]
As humans, we tend to want to swoop in and fix things, often starting with the things that are most broken and most in need of repair. As sales managers, we pride ourselves on being fixers and judge ourselves on our ability to effectively coach our teams and give them the resources they need to be successful. But, just as not […]
Most of you will be hosting or attending your Sales Kickoff meeting virtually in early 2021. How can you get the most out of the experience without the eyeball-to-eyeball interaction you’re used to at these events? Whether you are putting the event on, or going as an attendee, what you do before, during, and after […]
John, standing in front of his alma mater, San Diego State University, reflects on this year and looks forward to next….. Click on the image above to watch the video.