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Sales and Marketing Articles:
The Humility
Advantage - How Less Ego Creates More Sales
By Jeff Mowatt
See if this applies to you or your team
members in your organization: You've been working in your industry for
several years. Your responses to requests from customers, prospects and
co-workers are fast and accurate. You know your stuff and your product
knowledge is one of your greatest strengths. If this is the case, then
the bad news is that your extensive knowledge may also be one of your
greatest weaknesses. The reason - you may be inadvertently coming across
as being arrogant and insensitive.
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the Full Story
Magic Number
Calculator:
A Diagnostic Approach to Sales Performance Improvement
By Jeff Hardesty
The most overlooked Key Performance
Indicator is the "Magic number," which refers to how many
new appointments a sales rep must generate each week in order to
achieve their revenue goal. In early 2000 I walked into a VP of Sales
mission with a sales organization consisting of 120 reps spread out
over 12 sales regions. They were running at 38% of revenue goal for
over 2 years. I ran a KPI study and determined they were running 2 new
appointments per week/rep, but their KPI’s dictated they needed to
achieve 7. So I announced a training objective to enable them to do it
effectively, (now branded the X2 Sales System®) and threw quota out
the window for 90 days. But I replaced the monthly quota with the
weekly ‘magic number’.
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the Full Story
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