Ya Gotta Know the Territory
People need to be set up for success which is why I came up with the eight great ways to organize sales people [...]
How to Make Employee Course Corrections
Performance planning and assessment should be done on a regular basis. When done right, this is a communication tool that is a key [...]
Do You Have a Sales Scorecard?
In sales, performance metrics are about keeping score as the game is on. Imagine a sport like baseball or football, and the importance [...]
Compensating Your Crew
There is a great adage in sales: “What gets rewarded gets done.” Many worthy books and articles have been written on the subject. [...]
Do I need a CRM system?
A customer relationship management (CRM) system can improve a company’s relationship with existing customers, as well as facilitate its quest to secure new [...]
How to Win as the New Player
How do you win a battle against bigger, better known competitors? That was the challenge facing Jeff Robertson, a career public safety official [...]
Charting the course: Forecasting
Another area that needs mathematical rigor is forecasting. Sloppy inputs will produce sloppy results. There is a sales axiom that not all prospects [...]
Where Is Your Ship Heading?
“If one does not know to which port one is sailing, no wind is favorable” — Lucius Annaeus Seneca, Roman statesman (4 BC- [...]
How to Hire the Right Sales Crew
An America’s Cup team is highly selective about which sailors are allowed to crew the ship. A company should be equally selective about [...]
The Eight Great Components of an Effective Sales Strategy
With smooth selling, sales strategy can be broken down into eight strategic components: Strategic Component One: Target Markets and Customer Segmentation A first [...]
The Benefits of Smooth Selling
The primary benefit of adopting a smooth selling approach is to generate significant, predictable, and sustainable sales growth. Here is a rundown of [...]
Keep Looking to the Horizon
A good sailor knows he needs to continually scan the horizon for changes in conditions that may require course corrections. Similarly, companies need [...]
Mainspring Sales Published in Forbes!
On August 3, 2016 I was acknowledged for my sales research work in Forbes: > Visit Forbes Smooth Selling Forever enables small and mid-size [...]
Do You Have the Right Crew in the Right Boat?
Winning skippers of the America’s Cup will always credit their crew. Indeed, the racing syndicates know that technology will only take them so [...]
Smooth Selling Ahead
What is smooth selling? Think of the successful America's Cup yachting team as the metaphor. The history and prestige associated with the America’s [...]
“Why aren’t my company’s sales growing as expected?”
Having spent the past twenty four years working in small and mid-size businesses as a senior sales & marketing executive or as an [...]