Measuring Success: In Search Of The Ultimate Sales Metric

By Ray Collis: Buyer Seller Insights images

There are metrics used to track sales from almost every angle, except one.  That is the quality of the ‘sales experience’ for the buyer and the extent to which the seller ‘helps the buyer to buy’ – otherwise called buyer-seller alignment.  Ray Collis, a World-leader In The Implications Of Buying Trends On Sales Success, shares insight aimed at addressing that gap. […Continue Reading…]

Head of Sales: The Most Challenging Leadership Job

By Scott Edinger, Founder of Edinger Consulting Group
(Original Post: Harvard Business Review)

First of all, in most cases, its members are spread out physically all over the place, since sellers tend to stay close to customers, not to headquarters. Not being all together makes substantive interactions among members and between staff and leader difficult.images

Second, there’s no standard educational path, or shared body of knowledge, for sales professionals. Accounting leaders can look to the Generally Accepted Accounting Principles. Manufacturing leaders can look to Six Sigma and other well-defined processes. Human Resource practice is bound by regulations and case law stipulating what is acceptable and what is not. But sales professionals have, well, the experience of other sales professionals and a lot of books to choose from in the marketplace. Few of them have university degrees in sales, since so few institutions of higher learning even offer one. They come to the job with backgrounds in everything from philosophy to physics, each with its own outlook and ways of thinking. That makes training part art, part science, and all on the job.

Finally sales professionals tend to be prima donnas. I’m not saying that’s bad, particularly (I’ve spent a large part of my career leading sales organizations), but if you’ve worked with sales professionals, you’ll recognize the pattern of their typical strengths. They have a tendency to challenge authority. They’re very driven toward results, and they have strong preferences for how those results are achieved. And of course more often than not, they have extravert personalities.

I’ve had the luxury during the last decade to work with many great sales leaders, and the best of them tend to share a common set of traits and practices. In no particular order, this is what marks them out: […Continue Reading…]

Sales Training Program Development: Who Should You Study?

Mike Kunkle, Director of Product Development for Richardson Sales Training & Strategy Execution, suggests you focus on your average and bottom performers to improve sales performance.


You’re probably shaking your head, wondering if he’s lost his marbles. But read his blog post … I’m pretty sure you’ll see what he means.

What’s for Breakfast?

By Lisa Evans:

What Successful People Eat for Breakfast images

Does your breakfast consist of a muffin and coffee to go? If so, you may not be giving your brain or your body the nutrients it needs to help you be successful in your business. Naturopathic doctor Neal Barnard, author of Power Foods for the Brain (Hachette Book Group, 2013) says your brain is a function of what you feed it.

While a cup of caffeine-filled coffee and a sugar-packed muffin might have you buzzing with energy in the early morning hours, it will have you desperately reaching for your second cup of coffee by mid-morning. Here’s what you should (and shouldn’t) consume to start your day.

When Should You Call Your Best Prospects?

According to Sales Expert Jill Konrath…Never, Ever Call Your Best Prospects First!

imagesJill points out that sales gurus will tell you to call your A prospects first. After all, they’re the ones who are most likely to buy — and you’ll be closing orders before you know it. Plus, you’re not wasting your precious prospecting time with low-priority opportunities.

She totally disagrees — and with good reason!     […Continue Reading…]

6 Tips for Managing Your Time Without Going Nuts – On Careers (

Ever feel like there’s not enough time in the day to accomplish everything you want to do?The reality is, the more productive you are, the better you will feel about your life. Get the most out of your day without going nuts by using these 6 time management tips. Even taking advantage of those 5 minutes waiting at the doctor’s office will have you feeling more satisfied at the end of the day.

What are some time management tips that work for you?

6 Tips for Managing Your Time Without Going Nuts – On Careers (


8 “Must Avoid” Prospecting Mistakes — Paul Castain’s Sales Playbook

Sales is a fast-paced profession that leaves little time for job evaluation. Take some time to evaluate how effective your sales skills are with these 8 “Must Avoid” prospecting mistakes.

What other prospecting mistakes should you avoid?

8 “Must Avoid” Prospecting Mistakes — Paul Castain’s Sales Playbook.

baby with blue eyes using a headset