Transform your sales organization? What a great idea! Modernize the technology, improve processes, develop your people, research best practices and adapt them to your specific situation, and watch your revenues grow. Also, confuse, anger and alarm your team, and feel helpless as morale plummets and...

You might think that the changing nature of B2B selling and the pressure of digital transformation would force sales leaders to develop the role with the greatest leverage first. And that’s the role of the frontline sales managers. They directly lead quota-carrying salespeople. Sales managers...

In the early1980s, it was pure serendipity that I was introduced to two guys who would change my life forever.I had started my career as a civil engineer, but later gravitated to training and sales. So when a friend mentioned that those guys– their names...

Let’s continue our sailing trip on the high seas with the customer’s implementation and adoption phase and the related value dynamics.From change dynamics to decision dynamics to value dynamicsA few weeks ago, we discussed the dynamics of the customer’s journey, especially the change dynamics in...

Warren Buffet has said, “The chains of habit are too light to be felt until they are too heavy to be broken.”Habits, both good and bad, get us through the day, and can keep us on track toward productive outcomes. But they can, and often...

Sales leaders will often say they want to see their sales managers focusing on results like revenues, market share, or growth rates. The issue with focusing on these lagging indicators is that sales managers don’t “control” these results. At least not directly.All managers can really...

Other blogs in this CPQ series have identified and quantified potential benefits of adding Configure, Price & Quote (CPQ) capabilities to your CRM implementation. This blog deals with you not doing so; what if you simply don’t?For starters, you’ll have plenty of company. According to...

The process for getting a driving license varies around the world, but usually new drivers must reach a certain level of competence before they can earn their license. Time behind the wheel can improve their confidence, but first, they must be taught how to drive...