Corporate Training | Developing Human Capital ™
I recently was in the grocery store. Looking for my favorite coffee. When I found the isle I was presented with a wall of choices. 38 different varieties of coffee were on the racks with another set of choices as to the volume of coffee. In a simple walk through the rest of the store, [...]
“A while back I was in a meeting with a marketing leader of a Global 100 software firm. He shared a story about their new CEO at the time. The CEO asked 10 members of the executive team to write a list of their top-10 customers. Amazingly just 4 of the 10 executives got [...]
Psychological and learning theories tell us that learning curves are a continuum of four basic competency levels. It may seem like a stretch to apply theoretical knowledge to your sales process, but simply being aware of the levels of knowledge and how they can impact your sales is a great place to start. Think of [...]
It seems that we have the idea that New Year’s Resolutions should apply only to our personal issues, such as health, career, and family. As learning and development professionals, we can make five simple resolutions for 2009 and pave the way for more efficient and cost-effective training. Not only will you improve learning at your [...]
When organizational leaders are asked about their most valuable asset, they are most likely to say that their customers or employees, or both, are the most valuable. But recent studies show that only 54% of executives have a concrete strategy to build one-on-one customer and employee relationships. It’s not easy to go from awareness to [...]
Many of us believe the “if it ain’t broke, don’t fix it” idea when it comes to our sales processes. Although this is a great way to keep a good thing going, there are some sales concepts you can focus on for the New Year that will not only keep your sales moving, but may [...]
Summary: Continuing with our series on Sales Cycle Management, we now move to the second component, Sales Forecasting. Now that you’ve identified opportunities, a good forecast will allow you to realistically plan future sales.
The second component of Sales Cycle Management (SCM) is Sales Forecasting. Many times, salespeople and sales managers do not take a realistic [...]
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