5 Surprising Ways to Fire Salespeople

Posted by Everett Hill on Sun, May 08, 2016

When I’m exploring sales performance issues with CEOs and their sales leaders, I always dive deep into what they feel the next steps should be. 

I hear things like:

“We need a sales process—we’re not growing volume/margin like we should.”
“We need better efficiency and transparency--our CRM isn’t performing.”
“Our salespeople need better motivation--help us change the compensation plan.”

These may be valid pieces to the puzzle, but they’re not necessarily the highest priorities.

Only rarely do I hear an accurate self-diagnosis of the root cause of a lot of pain:

“We need to get the right people on the bus.”

 

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Tags: sales transformation, sales leadership

Are You Looking to Buy What I’m Selling?

Posted by Everett Hill on Wed, Feb 17, 2016

Devoted readers of my blog and newsletter may have been wondering why I haven’t posted recently. I took a detour from my consulting practice by hiring on full time with a client for fourteen months. I had an opportunity to get into a turnaround business (I'm a sucker for turnarounds) and “eat my own dog food” as a CSO. Here's what I learned.

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Tags: sales coaching, sales turnaround, b2b sales leads, sales training, sales tools, sales transformation, b2b marketing, turnaround strategy, sales performance, sales strategy, The New Solution Selling, prospecting

The Secret to Launching a Successful Sales Transformation

Posted by Everett Hill on Wed, Oct 16, 2013

In the course of my consulting work I’m frequently asked how to launch lasting change across a large sales organization. I always respond with, “Quickly deliver value to a small portion of your business through a successful pilot.”

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Tags: sales effectiveness, business transformation, sales transformation, Project Mercury

Make Your Sales Transformation an Overnight Success

Posted by Everett Hill on Sat, Sep 14, 2013

We’re in the age of American Idol, where the dream of becoming an overnight success as an entertainer has become widely discussed in popular culture. Not to be outdone, aspiring entrepreneurs hope to find investors, fame and fortune as a result of appearing on Shark Tank. For those of us charged with transforming the performance of B2B sales organizations, it’s easy to become enamored with the idea that one event can alter the trajectory of our success.

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Tags: sales training, sales transformation, sales performance metrics, The 4 Disciplines of Execution

Is Your Sales Force Overdue for Major Surgery?

Posted by Everett Hill on Tue, Apr 03, 2012

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Tags: business transformation, sales transformation

Drive Sales Effectiveness with Big Data

Posted by Everett Hill on Wed, Feb 29, 2012

“Big data” is one of the latest techno-trend buzzwords finding its way into popular culture. On the surface, it appears to represent an issue restricted to the province of IT geeks: you have a case of big data when your data set has grown so large that it’s difficult to maintain, manage, or analyze using traditional tools. The reality is, big data is becoming a significant sales effectiveness opportunity, and a corresponding competitive threat for mid-tier and smaller businesses.

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Tags: sales tools, sales transformation, b2b sales strategy, small business strategy

Sales Coaching: Pats on the Back Don't Cut It

Posted by Everett Hill on Sat, Feb 04, 2012

I wrote in an earlier blog post that sales coaching is one of the hottest trends in driving B2B sales performance. It's a statistically significant differentiator. One published example comes from the Sales Management Association. In 2010, SMA compared the degree of coaching emphasis among forty-six business-to-business sales organizations. The companies that ranked highest in coaching discipline also grew sales and profits the fastest, and had the lowest sales rep turnover.

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Tags: sales coaching, sales training, sales transformation