April 23, 2009I am sharing this article with you because I believe that Chuck has it right. There is a great deal of leverage in how and where you spend you the limited coaching and development time as a sales leader. Each type of sales person below requires a different time and intensity commitment in your coaching. [...]
Posted in Accountability, Strategy, Training Sales Teams 
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February 2, 2009As a sales leader, I believe this may be one of the single most difficult questions to answer. And getting the answer right for your organization can be crucial because it can dramatically impact many things, including the recruiting and selection process, the amount of time it takes to “on-board” the sales person, and [...]
Posted in Product Knowledge, Selection, Strategy 3 Comments »
February 2, 2009Many owners believe that sales is the easiest group to measure in their entire organization. Top line revenue does accurately reflect the result of your sales team. The dilemma for an owner is that if sales are off from Q1 to Q2 that revenue metric only tells you where you are not WHAT you can [...]
Posted in Cost of Sales, Strategy No Comments »
February 2, 2009Customer acquisition costs take into account all the costs associated with persuading a consumer to buy your product or service, including research, marketing, and advertising costs. It is part of a business metric often referred to as customer valuation. Customer valuation basically tells a marketing and/or sales manager what level of resource to expend in [...]
Posted in Cost of Sales, Strategy No Comments »
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