by BobHatcher | Dec 18, 2018 | SalesVP
Recently, I read a blog where the writer talked about sales leaders who obsess over activities over results. He was lamenting the fact that measuring activity has become quite common and he thought it was wrong. This got me thinking as I agree with him and disagree...
by BobHatcher | May 21, 2018 | Miller Heiman, Problems we fix, SalesVP
Hey, sales VPs, can your people answer these three basic questions? “I never plan, that way failure comes as a complete surprise and I haven’t spent countless hours worrying.” I’m not sure if anyone actually said those words, but I certainly...
by BobHatcher | Jan 21, 2015 | SalesVP
https://www.bettersellsolutions.com/wp-content/uploads/Ghostbusters_Snippet%20Edited.mp4 One of my favorite movies and one that really shows the value of Win/Results. Can you name the Economic Buyer, the various Technical Buyers and their degree of influence, can you...
by BobHatcher | Dec 19, 2014 | Miller Heiman, Problems we fix, SalesVP
Sales is a complicated topic with lots of moving parts. Being able to make sense of those parts, and maximizing the efficiency and effectiveness of each of those parts is essential. A “Sales System” is nothing more than a way to organize the pieces of your sales...
by BobHatcher | Dec 3, 2014 | Miller Heiman, SalesVP
Most would argue that a no-growth sales performance would indicate that the sales team isn’t doing a very good job. Let me explain a bit about some metrics that might be of interest to you. The question boils down to how you generate leads and your performance...
