How to Beat the 80/20 Rule in Sales Performance -- Part 2

Another key reason why companies suffer from 80/20 performance is their processes for hiring, training and managing salespeople rely almost entirely upon subjective information. Think about it:

  • What are resumes? They are an individual's subjective portrayal of their capabilities and experiences.
  • What occurs during an interview? Interviewees attempt to package their responses to questions in a manner that will make the best impression. Meanwhile, interviewers are forming personal opinions about candidates' qualifications for the position.
I'm not suggesting that subjective information is useless. Subjective information is a valid and valuable component of any "people decision". However, if decisions based solely upon subjective information produce an undesirable result 80 percent of the time, doesn't it make sense to consider making a change?

One way to introduce objective information into the sales recruiting process is through specialized sales assessment tests. I'm not referring to personality or behavioral tests like Myers-Briggs or DISC. Those types of tools can be useful for learning how to communicate more effectively with someone. However, I have not found them to be useful for predicting whether someone will succeed in sales.

The specialized sales assessment tests that I'm referring to identify an individual's strength or weakness in the following areas:

  • Sales Drive: Does the individual enjoy presenting, persuading, negotiating, and motivating others?
  • Emotional Toughness: How rapidly does the individual rebound from rejection and sales cycle roadblocks?
  • Reasoning Ability: Does the individual ask good questions? Can they dissect answers and pick out the pieces that will help advance the conversation toward a desired end result?
  • Service Drive: How interested is the individual in building relationships and helping others?
  • Assertiveness: How self-assured is the individual? How effective are they at convincing others to take action?
  • Attitude: Does the individual perceive a glass to be half-empty or half-full?
  • Communication Skills: How precisely does the individual communicate, both verbally and in writing?
  • Competitiveness: How competitive is the individual?
  • Energy: Is the individual always "on the go", or do they need to be prodded into action?
  • Independence: How readily does the individual accept direction from others?
  • Learning Rate: How rapidly does the individual learn new information?
  • Tolerance for Administration: How willing is the individual to perform administrative activities?
Specialized sales assessment tests can also help existing salespeople that are struggling. How? First, they can be used to determine whether these individuals should be in sales. If an individual doesn't have the talents required for sales success, there may be other roles in your organization where their talents and interests can be applied to mutual benefit. If no such positions are available, the kindest thing you can do is let them go. Why? Because it is no fun to continue to struggle in a job that is a poor fit!

Second, specialized sales assessment tests can help identify each salesperson's unique training needs. Here is an example:

Two salespeople, Beth and Bill, work for the same company. Beth is weak in Sales Drive, which makes her reluctant to ask for orders. Bill is weak in Emotional Toughness, which makes him sensitive to rejection and limits his prospecting effectiveness. If Beth and Bill go through the same sales skills training course, how much improvement in performance should their employer expect to see?

The answer is little or none. Why? Because Beth and Bill have completely different training needs that will not be addressed by basic sales skills training.

Beth would benefit the most from attending an assertiveness training class. She also needs coaching to help her recognize that failing to ask for orders denies her customers valuable solutions to costly business problems.

Bill needs to learn to not take rejection personally. He could also benefit from training that teaches positive thinking and other motivational techniques.

Unfortunately, unless Beth's and Bill's unique training needs are identified, and targeted training is supplied to address those specific needs, there isn't much reason to expect their performance to improve.

Conclusion

Many "80/20" performance disparities result from an over-reliance on subjective information when making salesperson hiring and management decisions. The proposed solution is to add objective information (gathered via specialized sales assessment tests) to "people decision" processes. This one change can help companies increase the proportion of top performers on their sales teams and improve the performance of existing sales team members.

Copyright 2005 -- Alan Rigg

Sales performance expert Alan Rigg is the author of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Perform and What to Do About It. To learn more about his book and sign up for more FREE sales and sales management tips, visit http://www.8020performance.com.

In The News:

New features in Sales Cloud aim to help Salesforce customers eliminate some of the busywork  GeekWireAlmost every office job has some level of annoying administrative work involved, but Salesforce thinks that new features added to its flagship Sales Cloud ...
The Four Principles of Good Sales Management Leadership  Customer ThinkAs a sales manager, you're in a position of leadership and responsibility. You need to juggle the objectives, needs, and ambitions of both the company and your ...
Driving Better Sales Performance Through Sales Management  Customer ThinkEvery survey we see continued declines in sales performance–across all industries and across every dimension. In response to these declines, organizations ...
Sales Manager remanded for allegedly stealing employer's N8.9m  P.M. NewsA Sales Manager with the Inter Stars Synergy Nigeria Ltd, Ajah, Lagos, Kehinde Adetimehin has been arrested and arraigned before a Lagos Magistrate Court ...
Micromanagers in the Making? Why Salespeople Struggle to Lead  Harvard Business School Working KnowledgeWhen salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift, says Frank V.
Rapid TV News - ThinkAnalytics beefs up sales management team  Rapid TV News*Content* discovery solution provider ThinkAnalytics has announced the return of Chris Tooke to the management team as senior vice president for new business ...
OmniSci Hires Laura Craig as Vice President of Sales, Americas  PRNewswireSAN FRANCISCO, April 23, 2019 /PRNewswire/ -- OmniSci, the pioneer in GPU-accelerated analytics, today announced the hiring of tech industry veteran ...
5 MarTech takeaways: teams, product management, decentralization, marketing leadership, IT governance  Customer ThinkEvery MarTech conference is always a whirlwind of insights and ideas. It usually takes me a couple of weeks after the event to synthesize what my key ...
GSRX Industries Anticipates Strong 2nd Quarter Sales at Its Six Dispensaries in Puerto Rico and California  GlobeNewswireDORADO, Puerto Rico, April 23, 2019 (GLOBE NEWSWIRE) -- Today, GSRX Industries Inc. (OTCQB: GSRX) (“GSRX” or the “Company”) provided guidance that ...
SurfPrep Sanding appoints 40 Under 40 honoree as sales manager  woodworkingnetwork.comSurfPrep Sanding has named Louis C. Jasso, a Woodworking Network 40 Under 40 honoree, as its national sales and marketing director.
PepsiCo's Management Explains Its Conservative Outlook for the Rest of 2019  Motley FoolLast Wednesday, PepsiCo (NASDAQ:PEP) announced some of the strongest operating results that investors have seen in years. The snack and beverage giant ...
TTF starts industry “affordable” sales management training  Timber Trades JournalThe training across a range of timber-related job roles is starting with three cohorts of delegates on its timber sales management courses on April 24. “The key to ...
Global Carcinoid Syndrome Management Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  The Market Research NewsCarcinoid Syndrome Management market report is based on present industry situations, market demands, business strategies utilized by prominent players ...
Former INAP Executive Scott McDonald Joins Infinitely Virtual As VP of Sales and Marketing  PRUndergroundCloud hosting pioneer Infinitely Virtual today announced that it has named longtime IT executive Scott McDonald VP of Sales and Marketing. McDonald, who ...
Agency Sales Manager - WP Engine  Built In AustinWP Engine is hiring for a Agency Sales Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Global Retinitis Pigmentosa Treatment & Management Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  The Market Research NewsRetinitis Pigmentosa Treatment & Management market report is based on present industry situations, market demands, business strategies utilized by prominent ...
Broadsign’s Latest Acquisition Hopes to Streamline OOH  AdweekAd-tech company Broadsign announced the acquisition of cloud-based platform Ayeda today. The partnership of the two Montreal-based companies promises to ...
Sales Pipeline Radio Episode 162: Q & A with Dan McDade @dandade  Customer ThinkBy Matt Heinz, President of Heinz Marketing. Did you know back in 2015 we started producing a weekly radio program called Sales Pipeline Radio? It's live ...
Big Switch Networks Appoints Mitch Breen as Chief Revenue Officer  GlobeNewswireIndustry Veteran to Lead Go-to-Market Efforts in Support of Continued Hypergrowth. SANTA CLARA, Calif., April 23, 2019 (GLOBE NEWSWIRE) -- Big Switch ...
Bluegreen Vacations Honored for Excellence with Three 2019 ARDA Awards  Associated PressPress release *content* from Business Wire. The AP news staff was not involved in its creation.
Enterprise Technology International (ETI) Uses ZINFI Partner Portal to Automate and Integrate Email, Microsite and Social Marketing Campaigns  GlobeNewswireWeb-based partner portal makes it easy to leverage co-brandable, customizable marketing assets from a major global technology vendor to reach new ...
Twitter Q1 flies past estimates with sales of $787M and EPS of $0.25, but MAUs drop to 330M  TechCrunchSocial networking and media platform Twitter today reported its results for the first quarter of the year, and it's a strong one. The company said that revenues ...
Sales Manager - Tock  Built In ChicagoTock is hiring for a Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Two Roads Brewing Company - Virginia Sales Manager - BevNET.com Beverage Industry Job Listing  BevNET.comTwo Roads Brewing Company in Stratford, Connecticut is looking for a Sales Manager with a deep passion for craft beer. The position will be based in Virginia ...
Management Buy-Out gives Spotnails new owners  Chris MoonFasteners and tools company Spotnails Ltd has new owners after the Development Bank of Wales supported a management buy-out (MBO) of the business with ...
Digital Sales Manager/Local Sales Manager  TV News CheckWebsite Sinclair Communications, LLC WZTV/WUXP/WNAB. Tracking Code 13005. Job Description Make your mark in Broadcasting and Digital Media. Sinclair ...
The Benefits of Buying an Existing Business  Business.comAcquisition entrepreneurship gives you the opportunity to take over an existing, established business and put your own spin on it. Here are some tips for how to ...
Global Chronic Diseases Management Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  Market TrendsChronic Diseases Management market report is based on present industry situations, market demands, business strategies utilized by prominent players ...
A "Choppy" Demand Environment Dents W.W. Grainger's Sales Growth  Motley FoolThe industrial supply company booked healthy profits but found it difficult to nudge its top line in the first quarter.
Global Document Management Software Market Research: Key Companies Profile with Sales, Revenue, Price and Competitive Situation Analysis  Industrial JournalismGlobal Document Management Software Market report focus on detailed geographical coverage; providing regional and country wise data in terms of market ...
Global Kidney Stones Management Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  Market TrendsKidney Stones Management market report is based on present industry situations, market demands, business strategies utilized by prominent players involved ...
Petch Chinabutr appointed MCOT's new chief marketing officer  The NationMCOT Public Co Ltd has appointed Petch Chinabutr to the post of executive vice president, marketing group and chief marketing officer, effective April 1.
Hootsuite Named a Leader in Sales Social Engagement Tools Report by Independent Research Firm  Associated PressPress release *content* from Globe Newswire. The AP news staff was not involved in its creation.
Xactly Unleashed: The Ultimate Sales Performance Management Summit  ForexTV.comInspired by Expansion of Platform and New Vision, Company Reinvents User Conference. SAN JOSE, Calif., April 23, 2019 (GLOBE NEWSWIRE) — Xactly, the ...
Memoire Announces 2 New Team Members - InstoreMag.com  INSTORE MAG(PRESS RELEASE) BOSTON, MA — Memoire is announcing the addition of two industry veterans to its team. Cathy Marsh and Kristen Scheibel have joined the ...
North Bay professionals news: Summit State Bank, Alpha Omega and Notre Vue wineries, and more  North Bay Business JournalNicole Tufly is promoted to controller of Santa Rosa's Summit State Bank. Other news from Alpha Omega, Notre Vue Estate, C. Mondavi & Family, Exit Strategies, ...
New reports unveils more details about POS Software Market by 2025 with top key players Lightspeed, Revel Systems, TouchBistro, AmberPOS, Vend,NCR, GiftLogic, Agiliron, Springboard Retail, POSBANK  Market ReportsPOS software is a significant part of a POS system. It includes automated applications that perform key activities for an establishment. It is widely used for retail ...
Chart Industries - Sales Manager, Central US Territory - Brewbound.com Craft Beer Job Listing  Brewbound.comEnsuring Chart's Success… Chart Industries has an opening for a Sales Manager for our central United States territory. Ideally, the candidate should reside in ...
Regional Sales Manager - Wound Care - South East  PharmaTimesA Regional Sales Manager - Wound Care - South East job brought to you on the PharmaTimes website. PharmaTimes Magazine and Digital offer a blend of ...
New Faces: Georgina Parra, Sales Manager at Athens Marriott Hotel  GTP HeadlinesThis week, GTP Headlines introduces Georgina Parra, the sales manager of the Athens Marriott Hotel, located on Syngrou Avenue in the Greek capital.
Global Digital Diabetes Management Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  Market TrendsDigital Diabetes Management market report is based on present industry situations, market demands, business strategies utilized by prominent players involved ...
Eradicate The “No Time For Sales Coaching” Epidemic: Disruptive New Adaptive Sales Coaching™ Platform Can Be The Key To Unlocking A 35% Increase In Win Rates  GlobeNewswireSalesFuel® COACH uses digital assessments to avoid costly hiring mistakes, help sales managers 10x team performance.
6 Critical Agency Roles (And How to Hire For Them)  Business 2 CommunityAgency roles can be hard to pin down. This guide will help you zero in on the most important roles in an agency and how to hire for them. Agency roles can be ...
Boeing: a typical case of poor change management  Financial TimesAs a software engineer turned sales leader, I do take offence at the letter (April 16) from Alexander P Anthopoulos blaming the sales function for the problem of ...
Product Line Sales Manager - Customer Service Management - ServiceNow  Built In ChicagoServiceNow is hiring for a Product Line Sales Manager - Customer *Service* Management in Chicago. Find more details about the job and how to apply at Built In ...
Mashup of Sales Enablement and Sales Effectiveness  ATDHow can you support sales effectiveness best practices with sales enablement systems to improve your sales productivity.
New Profitable Analytical Report on Customer Relationship Management (CRM) Software Market to 2025 with Global Prominent Players SAP AG (Germany), Salesforce.com (US), Oracle Corporation (US), Adobe Systems Inc. (US), Microsoft Corporation (US)  Investor StrategyCustomer Relationship Management (CRM) software represents an enterprise software type that consists of a wide range of applications as well as software that ...
Sales and Publishing Assistant - London  The BooksellerGRANTA is one of the most respected and dynamic independent literary publishers in the UK, publishing a list of diverse, award-winning books from around the ...
One Ocean Resort appoints new director of sales, marketing  Hotel ManagementDarren Keen was picked to fill the position at the 193-room Atlantic Beach, Fla., property.
Newsmakers: April 23  Reading EagleRKL Kevin Hartman has joined RKL, with offices in Spring Township, as a consultant with its Operations Consulting Practice. With more than three deca.
Dry Soda Inc - National Account Manager - Natural Channel - BevNET.com Beverage Industry Job Listing  BevNET.comNational Account Manager – Natural Channel. We are seeking a highly motivated and dynamic National Account Manager – Natural Channel, to join DRY's ...
Progressive Care Inc. Announces March Sales and Issues Acquisition Update  Associated PressPress release *content* from Globe Newswire. The AP news staff was not involved in its creation.
NGK Spark Plugs (USA) Announces New General Manager Appointments In Sales And Marketing For The Aftermarket  AftermarketNews.com (AMN)NGK Spark Plugs (U.S.A.) has announced the addition of Brian Lesiewicz as general manager of traditional sales and the realignment of Beth Skove to general ...
Artificial Intelligence In Sales: Is It Worth The Investment?  ForbesFor those not yet in on the action, the advantage AI sales enablement can deliver certainly might seem unfair. Yet, the performance-enhancing promise of AI is ...
Automating the Sales Process with Zoom.ai  UC TodayUC Today reports on the latest technology news from around the globe. Read similar Collaboration news to 'Automating the Sales Process with Zoom.ai' here.
General Sales Manager  TV News CheckWebsite Lincoln Broadcasting. KTSF Television GENERAL SALES MANAGER. KTSF serves a growing and vibrant Chinese community. While language skills ...
d&b audiotechnik continues staff expansion in the Americas  Live DesignAsheville, NC 4.23.19—d&b audiotechnik Corporation has announced the appointment of several industry professionals and the promotion of one of the ...
Jon Watson joins SCOTT Sports as UK Sales Manager  CyclingIndustry.NewsSCOTT Sports has appointed a new Sales Manager for the UK, Jon Watson. Watson brings a wealth of industry experience to the role, spanning over 25 years, ...
Nourison Hospitality Appoints Hospitality Sales Manager / Southwest  Furniture World MagazineNourison recenty announced the appointment of Sue Hepler as Hospitality Sales Manager / Southwest for its hospitality business segment. Based in Dallas ...
Global Cerebral Spinal Fluid (CSF) Management Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  Market TrendsCerebral Spinal Fluid (CSF) Management market report is based on present industry situations, market demands, business strategies utilized by prominent ...
Merkle Releases Its Q1 2019 Digital Marketing Report  Associated PressPress release *content* from Business Wire. The AP news staff was not involved in its creation.
Lookout for price to sales ratio Index: Annaly Capital Management, Inc. (NYSE:NLY), Quest Diagnostics Incorporated (NYSE:DGX)  Stocks EquityAnnaly Capital Management, Inc. (NLY) with the stream of 0.80% also noticed, India Quest Diagnostics Incorporated (DGX) encountered a rapid change of ...
Tripleseat Partners With All-In-One Restaurant Management Software Restaurant365® to Streamline the Event Sales and Planning Process  PR WebNew integration will simplify back-of-house operations, providing restaurants with one dashboard to automatically sync sales data from Tripleseat to ...
Outside Sales Manager  hypepotamus.comSmart-Tek. We are hiring an Atlanta based Sales Manager. Must have professional experience leading a sales team, preferably an outside sales team.
People on the move including Domino's, IAS, Impossible Foods, Wunderman Thompson and more  The DrumThis week has seen another wave of appointments and departures at brands, media owners and agencies. The Drum has rounded up the key moves from the ...
Global IT Management Software Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  The Market Research NewsWe have recently published 7ᵗʰ Edition market research report on IT Management Software. For purchase inquiry and free sample pages email us at: ...
Global Integrated Operating Room Management System Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  The Market Research NewsWe have recently published 7ᵗʰ Edition market research report on Integrated Operating Room Management System. For purchase inquiry and free sample ...
Global Thermal Management Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  The Market Research NewsWe have recently published 7ᵗʰ Edition market research report on Thermal Management. For purchase inquiry and free sample pages email us at: ...
Chelsea Building Products Names Craig Matter Regional Sales Manager for the Southeast  ThomasNet NewsWelcome to Thomas Insights — every day, we publish the latest news and analysis to keep our readers up to date on what's happening in industry. Sign up here ...
Business Development Manager - ShipBob  Built In ChicagoShipBob is hiring for a Business Development Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Beverly Hills SLS Hotel names new director of sales, marketing  Hotel ManagementSLS Hotel, a Luxury Collection Hotel, Beverly Hills has welcomed Jake Megrikian as its new director of sales and marketing. Photo credit: SLS Hotels.
Sales Manager (Retail & Facilities Management)  OilVoiceSales Manager - Retail & Facilities Management Looking for an experienced Sales Manager/Business Development Manager for an international manufacturing ...
HALO Branded Solutions Hires Sales System Product Manager  Promo MarketingHALO Branded Solutions, Sterling, Ill., announced the addition of industry veteran Dustin Wicks to the company's management team as system product ...
Sales Opportunity Qualification or Quali”fiction”?  Business 2 CommunityAccurate opportunity qualification is perhaps the single most important foundation for success in complex B2B sales environments. In the absence of an ...
ZINFI Partner Marketing Concierge Helps 360 Profit Masters Refine Its Marketing Workflow and Generate Promising New Leads  GlobeNewswireConcierge Provides Timely Assistance and Advice on Using Partner Portal Technology to Automate Processes, Fine-Tune Messaging. PLEASANTON, Calif.
Post Meridiem Spirit Company - Brand Sales Manager - Atlanta - BevNET.com Beverage Industry Job Listing  BevNET.comBrand Sales Manager - Atlanta - Post Meridiem Spirit Company. Full Time. Salary + Bonus. Are you a Brand Manager or proven Brand Ambassador in the ...
ChyronHego Bolsters North American Sales Team With Four New Hires  Sports Video GroupSignaling solid and continued growth in its Americas broadcast division, ChyronHego announced the appointment of Gregoire Rouyer as regional sales ...
Sailing Yacht Sales Manager-Beneteau Americas  Trade Only TodayReporting to President Beneteau Americas. Coordinate sailing yachts activities with sales staff and marketing, establish and maintain sailing yachts dealer.
Marketing Campaign Manager - Compeat  Built In AustinCompeat is hiring for a Marketing Campaign Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Urolithiasis Management Devices Market 2018 Sales, Business Opportunities, Proctuion, Regional Analysis 2026  Forex TribuneUrolithiasis Management Devices market top level players are analyzed in report based on current and future development status, and Urolithiasis Management ...
21 Job Openings In Gaithersburg  Gaithersburg, MD PatchLeidos, The Restaurant Zone, Ashley HomeStore, Luna, Fitzgerald Auto Mall; Gaithersburg Patch Jobs Board has more openings.
Top 7 Sales Enablement Best Practices  Business 2 CommunityThis can be because salespeople lack the technical ability and are still following ineffective sales methodologies. This is where sales enablement enters the ...
How to Set Sales and Marketing Goals  Business 2 CommunityFor sales and marketing teams, setting goals is not just a habitual exercise—it's a foundation for how these teams will execute in the next month, quarter, and ...
Global SaaS-Based Expense Management Software Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  The Market Research NewsWe have recently published 7ᵗʰ Edition market research report on SaaS-Based Expense Management Software. For purchase inquiry and free sample pages ...
Global Advanced Wound Management Technologies Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  Market TrendsAdvanced Wound Management Technologies market report is based on present industry situations, market demands, business strategies utilized by prominent ...
Changing The Questions: Manager’s Version  Business 2 CommunityI wrote, Changing The Questions, discussing how our questioning strategies tend to serve us, not help the customer think about their situations, what they are ...
3 Things to Look Out for When United Technologies Reports Earnings  The Motley FoolThe investment case for buying United Technologies (NYSE:UTX) stock has long been that the sum of the parts of its businesses was at a significant discount to ...
Investing in personalization pays off in customer service  Customer ThinkCompanies today are on the hunt for as much information about their customers as they can collect. That information provides insight that can be used to ...
Lead Conversion Tips to Maximize Your Sales Team Performance  Business 2 CommunityGenerating and increasing leads is only part of the equation when it comes to growing your revenue. To achieve your sales objectives, you have to convert the ...
Wings Travel Management expands global sales and account management team  Travel Daily News InternationalWings Travel Management has expanded its global sales and account management team with three new appointments at its offices in London, Aberdeen and ...
A Modern Approach to an Old Sales Methodology  Business 2 CommunityIn the early 90's Microsoft was facing fierce competition in the operating system (OS) market. Included among the gathering storm of competition was a company ...
Inside The Huddle: Membership Programs with Aaron Lampkin  Front Office SportsIn the buildup to Front Office Sports' Ticketing Huddle at the Oakland-Alameda County Coliseum on May 10, we're introducing you to the huddle leaders who will ...
NBT Bank promotes Armstrong to Southern New York territory manager  The Central New York Business JournalJEFFREY ARMSTRONG has been promoted to Southern New York territory manager at NBT Bank. The area he will manage includes Broome, Chenango, ...
Effective performance evaluations  New Hampshire Business ReviewMost salespeople and their managers know that performance is ultimately determined by sales results, but taking the time to conduct a thorough performance ...
Want Better Leads? Get Sales and Marketing on the Same Page  Business 2 CommunityAre your Sales and Marketing teams still operating in silos? The stereotype of Sales and Marketing behaving like rival siblings fighting over your sales pipeline is ...
PPG Reports First Quarter 2019 Financial Results  Industrial DistributionPPG reports first quarter 2019 net sales of approximately $3.6 billion, down about 4 percent versus the prior year. Net sales in constant currencies were flat with ...
7 Sales Prospecting Tips and Tricks to Share With Your Team  Business 2 CommunityWe all know that the rise of the internet has changed the way people do business in about a million different ways. It has changed the way that buyers buy, and ...
How to make content marketing work - practical tips for success  DiginomicaSome guidance on effective *content* marketing from a long-time practitioner, Sarah Bottorff, VP of Marketing at FastSpring.
Accenture: In A League Of Its Own  Seeking AlphaAccenture represents a play on outsourced strategy and technology services. While large scale outsourcing firms have grown into becoming major consulting ...
Happier Clients in 2 Words? Why to Start Using “Clients Typically…”  Business 2 CommunityWant to quickly upgrade your client expectations management? Start saying “Clients typically…” For example: “Our clients typically invest between $X and $Y to ...

Determining Sales Fit; the Key Growth Process for Your Business

Help your organization grow by assessing the right indicators in... Read More

The Boss from Hell: Quick to Criticize, Slow to Praise

So you have a boss who dumps all over you... Read More

Train a Winning Sales Team: Rounding Third and Heading for Home

Although I never met the man, I imagine Lou Boudreau... Read More

Sales & Marketing Plan Strategies

Design and Implementation of a new Sales & Marketing campaign... Read More

How to Organize a Seminar or an Event

Seminars and events have always been implemented as a holistic... Read More

Sales Pipeline Forecasting Is There A Better Way?

To put it mildly most companies sales forecasting just isn't... Read More

T. L. S. Part I: Tier Level Selling ? A Penetration Strategy

A number of sales "Gurus" have promoted the theory that... Read More

Back-to-School List - 10 Tips for Trade Shows

There's a new year beginning now - the school year.... Read More

Promoting Your Private Label at Industry Trade Shows

So everyone thought you were crazy when you announced 6... Read More

The Hardest Job Of A Trade Show

You've heard this before: There were four people named Everybody,... Read More

Energize Your Organization

No matter what you do, it seems, your employees do... Read More

14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical... Read More

The Benefits of Catalog Sales For Your Business

Things to watch out for when selling your product in... Read More

100% Commission Equals Zero Percent Control

The temptation to use straight (100%) commission plans never goes... Read More

Snuff Out the Competition Without Leaving a Mark!

Does the competition drive you crazy? Are they relentless about... Read More

Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)?

Money is the only thing that motivates a salesperson, right?... Read More

Leadership Lessons for Sales Managers

Leadership, like class, is hard to define, but easy to... Read More

When Its DUH? Time at Trade Show - 3 Little Words Save the Day

TIME, MONEY, HASSLE - You can make a sale on... Read More

Speed-up Your Sales Cycle

This week's article is my response to a question by... Read More

8 Line Items of a Trade Show Budget

Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More

Leadership - How To Turn The Vision Into A Reality

Be clear about where you are now. Audit your strengths... Read More

Disclosure Laws Favor International Terrorists

The Federal Trade Commission has rule that are supposedly in... Read More

How to Beat the 80/20 Rule in Sales Performance -- Part 1

Business executives and sales managers frequently bemoan "80/20" performance on... Read More

The Differences Between A Commercial Collections Agency & Lawyer

If your letter writing and phone calls have all failed... Read More

How Do I Manage Workplace Conflict?

Workplace ConflictConflict is an inevitable part of business life and... Read More