Most seasoned sales people and sales managers have had to operate in an environment with sales activity targets. The concept is pretty simple: X amount of calls + Y amount of pitches + Z amount of verbal commitments = Hitting Quota The big question is how you manage against these numbers without being the dreaded
In a previous series of posts, I spoke about the benefits of scripts when used in moderation. One key to making scripts productive is pairing them with a wide variety of “Role Playing” situations. One thing I found interesting is that there were a lot more articles out there on role plays than there were
To follow up on my previous posts about scripts, I wanted to touch on useful ways to make these scripts easier to apply for your sales team. Obviously you can just hand people a paper with the script typed out, but I think slightly more structure can help. In the situation where your team has
I like to joke that sales teams have their own laws of physics. In the real world, what goes up, must comes down, that’s gravity. On sales teams, most sellers believe that any semblance of process is just busy work getting in the way of making money. The reality is that when it’s done poorly,
Build on a series of posts about why scripts are useful and what kind of scripts to use, I thought it made sense to further build the case for scripts as a training tool. To understand this post, it’ll help to have read a previous post on how sales people interalize a pitch. As they
Whether you’re new to leadership or new to sales leadership in particular, the word accountability is on your mind. You have a vague idea of what it might be, and you know what an organization without accountability looks like. But the real question is this: How do you build an environment of accountability that is
Sales management is one of those things that many people struggle to define, but they know it when they see it. Here at BTM we aim to shed light on this mysterious art, so that sales teams everywhere can benefit from sales management done well. So what do you need to be a good sales
If it’s not clear already, I am a subscriber to the school of process. Building sales machines is all about aligning and inspiring people and processes. That is why businesses who are in sales will use specific software to support their sales teams (check over here for more information on this) so that productivity is
That should turn some heads. Of course, some sales people are motivated by money, but not all of them and they don’t all start off that way. Coin operated sales people are made As someone who’s hired hundreds of entry level sales people, I’ve come to learn that they don’t come pre-formatted to understand commission
One of the best business books I’ve read in recent time is General McChrystal’s team of teams. I’ll have to write a post on it later, but the general theme is that it calls into question the traditional model of a “command and control” sales leader. It questions whether the fearless leader making all the
