bmtrnavsky

How to Take Emotion Out of the Sales Hiring Process and Hire the Best Salespeople It’s the number one job of sales management and it is the most difficult, if you hire effectively the job of sales management becomes sooooo much easier.  If you are serious about building a high performance sales team I have something special for you;  I will train you on the aspects of building a recruiting process that will improve your odds of only hiring the best salespeople-not the best available.  What... Read Full Story

The Future of Your Sales Team       This year, I anticipate we will see a reduction in external sales positions of around 20%: 10% will be lost for good, and the other 10% will move inside. I believe that this pattern will continue for the next three years, until we are left with less than 10% of the total sales population working externally. The reasons for this are obvious: Advances in technology mean that we can communicate just as easily from our desks, using video conferencing etc... Read Full Story

A Sales Manager’s Recipe: What’s Cooking in 2012? Last week after a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager.  The last three years have been tough and she was looking for new ideas for 2012 to excite her team and also to simply change up the routine. Since my keynote program had been about creating a Menu for Your Life with many metaphors around cooking I  started thinking about what her sales management... Read Full Story

SFA/CRM 15 Years Later: Now It’s Every Rep’s Best Friend This week, I thought you might like to read someone else’s article and my comments regarding the article. My comments are first. As a Sales Leadership consultant, I think the article below hit on many valid points; the Cloud and CRM usability are key elements in the acceptance of CRM, as is the price/cost issue, especially for the SMB market. The marketing campaign features are extremely important and the interface to accounting/ERP... Read Full Story

A Walk Through of a Broken Organization Strategic sales management is often a weak link in many  companies-it needs to be the lynch pin.  Strategic sales management is often a weak link in solution provider companies. For the past 14 years I have been working all across North America and internationally, meeting, speaking and consulting with organizations of all sizes and areas of focus. While every client engagement is unique, some problems are common to many corporate cultures and tend... Read Full Story

Your 2012 Sales Plan   It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan.  I have included below the various “categories” you should consider in building a plan.  Other questions you should consider:  What went well in the past year? What did not go well? What are the key drivers? What are the key metrics? What are the risks? What are the... Read Full Story

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The Times are a Changing or Are You? At the end of each year I write down my personal and business goals for the new yearinseven different categories. The challenging part of that exercise is I have to review the goals that I had set from the past year and grade my performance. I have saved these sheets from the previous 20+ years and it’s a telling experience, I have found there are always good goals, just sometimes unrealistic timeframes.  I would suggest you review your past 12 month’s... Read Full Story

Make 2012 Your Best Year EVER! Is the market going to be better for your products/services in 2012? Or will your sales team face another tough year to achieve their sales objectives?  Recently I have been writing/talking about an issue facing everyone-your salespeople, your management team and your customers/prospects= sales fatigue. After three challenging years and now that we are about to enter  2012, all the sales numbers go back to zero and with confusion in the market, most everyone I... Read Full Story

It’s Time to Vote This is your opportunity to contribute and vote for the top sales and marketing thought leaders, software tools and resources. I am delighted to announce that the 2011 Top Sales & Marketing Awards finalists have been chosen, and the voting polls in all fourteen categories are open – http://www.topsalesawards.com You will need to register to vote – but only once – and you will also be able to vote once in each category every 24 hours. The polls will be open until... Read Full Story