Monthly Archives: November 2012
Sales Management Process: The Black Hole of Sales Strategy Execution
Have you ever stopped to think about what you need your sales management to do to help you run your sales force? If you asked five sales managers to map out a day, week, month, and quarter in their lives, would you get a consistent response? The answer is probably a strong “no.”
Establishing a Sensible Sales Process: Low-hanging Sales Improvement Fruit
How often does your organization talk about wanting to increase sales? Surely during annual planning and budgeting exercises, but I’d also guess during quarterly, monthly, and even more frequent reviews of sales and performance figures. Some issues may have obvious fixes, but you’ve also likely pursued various strategies to move the needle across your sales organization.
Free Benchmarking Report: Be More Thankful for Your Strategic Accounts!
As we all know, farming additional business is always desirable, but renewing existing business is essential. Planning, developing, and executing an account strategy requires skills and abilities that need to be kept current. As we head into the Thanksgiving break, Richardson is excited to offer you a complimentary report from CSO Insights called Account Management Analysis. Here is some data that you might want to read more about in this report:
Getting the Message Right: The First Step in an Effective Change Management Process
Step 1: Refine the message
The first step in an effective change management process is for leadership to get the message right. And the way to do that is to try to connect what each person’s role in the change is, back up to the highest-level organization vision.
Many leaders have a tendency to speak in lofty terms and insider jargon while extolling their “big picture” vision — no matter who their audience is. True, they need to get their pitch down pat and reinforce their conviction through repeated telling of their story. But leaders should also realize that each audience is different, which includes having a unique perspective about what they’re hearing and its impact on them.