Is your compensation plan or sales goal measured in annual revenue dollars? Do you sell a product or service that bills an ongoing revenue element monthly? What is your “time to value” on selling new business? The leaves are falling, the temperatures are dipping, the holidays approach …..and sales leaders and operating executives everywhere…
Private Equity: This could be the diligence you are not doing Regardless of whether you are one of my partners in Private Equity performing diligence on the potential acquisition of a portfolio company or a company CEO struggling with underwhelming sales, you should be looking for some key leading indicators within the sales team. …
David: “What the latest on that bid process for ABC Company?” Sales Professional: “We are still awaiting a decision“ How many times have you had this conversation as a sales leader? Here’s the deal. There is no such thing as a quiet period. Most of the time during the process of responding to…