Blog

Is it month twenty-seven and you still wish your CRM gave you more info?  You’re always asking your sales team to update their pipeline for your projections, and half the time your projections are off anyway. However, the inaccurate data never lets you make the adjustments or see the trends to adapt which means you may be stuck in category one.

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Sales consulting is a comprehensive evaluation and analysis of a sales organization’s structure and performance as it fulfills the company’s needs for:

(1) Sustainable growth, (2) Ideal revenue streams, and (3) Development or Maintenance of a healthy sales organization.

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Tradition has dictated almost 90% of the way we have reward success, in the past. We have to let go of the past assumptions and just do what makes sense. When we accept the fact that most of the successful sales professionals were born with talent, now our responsibility is to motivate, inspire, and align the talent with your company’s overall objectives and performance.

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If you’re lost in the desert or in a thick woods landscape and you feel like you’re walking in circles, you probably are. Without milestones, people generally stroll around and around, a 2009 study found.

The finding emphasizes the importance of being prepared if you’re going to set off into the wilderness or even into a maze of city streets.

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I can still remember that day when I was stuck on the side of the mountain with my 5-year-old boy, carrying what felt like a 55-pound backpack. Obviously, I had taken the wrong turn, a shortcut. My excuses really didn’t matter at that point. I found myself inching my way up the mountain by placing my boy on a rock and then on top of a shrub, until I could go no further. We came to the face of a 40-foot cliff and the risk of getting off this mountain was mind blowing.

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We’re all sales professionals, we take great lengths to put our best foot forward. The truth is everything we say in our presentation we’ll be either attracts or distracts from our message, and the momentum you are aiming for. Like sitting across the conference room table with a nice piece of spinach stuck between your two front teeth, you can plow your way through your presentation, with the spinach in plain sight, failing at closing the anything. We have all been there and it’s uncomfortable.

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