Category Archives: David DiStefano
Richardson QuickCheck™ Wins Two Gold Medals
The Brandon Hall Excellence in Technology Awards recognized Richardson’s QuickCheck™, an innovative sales training reinforcement tool, with two gold medals: one for Best Advance in Unique Sales and Marketing Technology and the other for Best Advance in Sales Training Software Platform.
As a subscriber and reader of the Richardson Sales Excellence Blog, we would like to invite you to attend the upcoming SellingPower Marketing & Sales 2.0 Conference in San Francisco on October 22-23, 2012.
Written by David DiStefano, President and CEO of Richardson
As a sales leader, what’s your first impulse when you see a member of your sales team in trouble?
If you answered, “Take over and do it for them,” pause and think for a moment. As Lain Ehmann (Selling Power) and Colleen Honan (OneSource) recently agreed:
The hardest part of sales management may be knowing when to step in and when to take a back seat as your reps learn the ropes, particularly in front of the customer. As tough as it is, it’s often critical for the development of individual reps — and your team as a whole — to let them pave their own way.
By David DiStefano, President and CEO of Richardson
Effective sales coaching has been shown to significantly improve sales performance, but there are limitations to even the world’s greatest coaching practices. You can’t be with every rep all the time, so what happens when something goes either unexpectedly wrong or remarkably right when you’re not there? Is that coaching moment lost forever?
If you watched Super Bowl XLVI earlier this month, you might think that professional coaches, who manage winning teams, deploy a robust coaching strategy balanced between scowling and screaming. But look closer — professional sports coaches scowl and scream to motivate or “remind” their players of the need to execute the game strategy, in both real time (during the game) and beforehand in preparation for the game. While the game is being played, individual coaching does take place all around the head coach (on the field, in the booth, and on the sideline). It is no different in business, except maybe the screaming part. Business leaders know effective sales coaching happens with conversations, not commands — and the fabric of an effective coaching conversation is woven with questions.
By David DiStefano, President and CEO or Richardson
Last week, I shared how sales organizations can stop driving with their rearview mirror and turn on their headlights with predictive analytics. At Richardson, we call them verifiable outcomes.
For as long as business has been conducted, most sales organizations have attempted to measure their progress and success – yet, they have done so by reviewing results on a retroactive basis. Pipeline conversion, target achievement, and forecast accuracy are common measures. The issue is that these are outcomes that have already occurred. Imagine driving a car by looking through your rear-view mirror. Not a great way to get where you want to go.
David DiStefano, President and CEO of Richardson will be participating in an online panel discussion on sales effectiveness.