Best practice

7 Measures of Sales Performance in Relationship Management

A measure of relationship management is a crucial element of sales performance. Once the customer relationship has been established, the sales guys job should be about driving more value from it. This isn’t just the age old difference between hunters and farmers. Sales reps charged with farming an account should also be hunting out new [...]

Read the full article →

Getting It Right With Checklists

Front Office Box

CheckLists have been helping us organise our thoughts since te beginning of time and despite all the technological innovations they remain fundamental to the way we get things done. For a simple explanation of the power of check lists with review process take a few minutes to read Mathew E May’s How To Get Things [...]

Read the full article →

Do We Go After This Deal

Sales Coach

Bid review is an essential step in best practice sales management. It is broadly the same for any sales opportunity, although for smaller, simpler deals the milestones can all be part of the same conversation. For bigger deals planning and executing a process is imperative. The higher value will warrant more of an investment in [...]

Read the full article →

Making Complex Things Simple and Just Do It

Front Office Box

A few days ago Keith Olberman in his regular “worst persons” spot called out Steve Ballmer, Chairman of Microsoft. Ballmer had presented to a conference on how technology changes. He suggested within 10 years the computer would be as thin and flexible as a sheet of paper. Olberman quickly confessed his point was “tongue in [...]

Read the full article →