New Sales Enablement Ideas – SAVO’s AMPs, Part 8 – First-Line Sales LeadershipThe first-line sales manager arguably has the most important role in any organization. Key performance indicators such as percent to plan, growth, close ratios and employee engagement can almost always be linked to the leadership, coaching and mentoring provided by the sales manager. Read more
New Sales Enablement Ideas – SAVO’s AMPs, Part 7 – Customer Focused ContentYour brand is the key to your success; it’s what differentiates your organization from your competitors. It’s critical for all customer-facing employees to project the brand your organization has worked so hard to establish; everyone must consistently deliver the same message. Yet, it is crucial for your sellers to be able to customize and target messages based on specific selling situations. Read more
What leadership has to do with loveLast time, I wrote about hearing Howard Schultz speak during his book tour for launching Onward: How Starbucks Fought for Its Life without Losing Its Soul. It was an eye-opening interview. He spoke about the word “love” and what it means for someone to love what they do, to love the company they work for and to love a brand and what it stands for. Read more
Don’t serve the founder of Starbucks Peet’s CoffeeI had a chance to attend the Los Angeles leg of Howard Schultz’s national book tour launching Onward: How Starbucks Fought for Its Life without Losing Its Soul. I’m a big admirer of Schultz’s leadership style and corporate vision. Read more
New Sales Enablement Ideas – SAVO’s AMPs, Part 6 – Subject Matter Expertise PromotionWho are the critical Subject Matter Experts (SMEs) inside your organization? If you’re like most companies, there are far more than you think. Leveraging this army of expert insights can make the difference between success and failure. Identifying and promoting their knowledge isn’t easy – but it is critical to your sales team’s success. Read more