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Quality vs. Quantity
Dear Sales Community,Which do you think is better? Quantity of sales calls or the quality of sales calls? As one who was raised (in sales) in a time when we were strictly measured against metrics, one might say that making many calls is the most important thing. Make as many calls as you can and you will be successful. I do agree that activity is critical and a key party of being a successful sales professional! In fact, in the world of sales management this is still very important-making sure that your team is keeping activity high. That has not changed.However, times have changed in some ways. In many cases, what we sell has ...
Time to Build the Pipe. Time to Build the Pipe. Time to Build the Pipe.
As sales professionals, do you ever feel like the guy from the Dunkin' Donuts commercials? Do you get up every morning, bleary eyed and weary from the day before and think to yourself "got to build the pipeline"....? I think we all do and its completely normal. Perhaps the most essential element of what we do as sales professionals is to be constantly performing the activities that fill our sales pipeline! (If you are not, then thats another conversation!)As a sales professional, having a full and robust pipeline, is necessary to having a strong year, making great commissions and insuring a strong start to the following year. A strong pipeline is a good indicator ...
Economic Slowdown?
Hardly a day passes without some news agency reporting some sort of impending doom for the economy. I listen very carefully and try to make sense of it; seek out experts and ask questions. I have talked to professionals from all walks of life and everyone has some compelling vision of what is coming. Obviously, I am most concerned about helping the sales community protect itself against a downturn. I have devoted my column this week to sharing some of my thoughts about what we can do to make sure the sales keep coming in and we stay sharp! In my career, I have been through a few significant slowdowns and one ...
The “Great Salary Debate”
One of the many topics that I hear the sales community discussing is how to pay salespeople and what the ratio of base salary to commissions should be to create the on target earnings ( OTE). What then is the motivational impact of a lower base salary base vs. a higher base salary for the candidate? I have been listening to and coaching salespeople who are in the interview process and it is fascinating to me what I hear. One strongly expressed view is that a lower base means the company does not value sales. Conversely, I have to talked to many higher level people making the hiring decisions and the view is equally strong that ...
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