I’ve spoken with hundreds of sales leaders over the last few years, and have come to spot a trend: There are sales leaders that do things the old way – it’s hard to describe exactly, but you can just feel it. Selling and management is mostly about industry relationships, big Rolodex’s of contacts, and the...Read More
Many organizations are focusing on building metrics-driven sales environments today. And with so many types of key performance indicators (KPIs) out there for sales teams, everyone has their own playbook. Me, I’m a conversational kind of sales KPI guy. Let’s dive right in then, shall we? I believe there are two types of sales KPIs:...Read More
There has been lots written and studied about the changing buying process, and how that affects the type of salespeople you need to adapt and match the times. What’s not talked about is the changing role of the sales leader. The modern sales leader has a whole different profile than the sales leader of the...Read More
We’ve written much recently on the importance of setting the right sales metrics and KPIs for your sales team, so let’s say you’re ready to go. You want to take a handful of the most critical metrics and build them into the center of your sales culture. They’ll become the “vital signs” of your sales...Read More
Through my experience as owner of The Harris Consulting Group, I’ve come across businesses big and small across all industries, and one thing remains true: Every sales organization needs a sales approach driven by key performance indicators (KPIs). Sales KPIs are both money makers and career builders. Implementing a sales KPI strategy indicates maturing of...Read More
I really enjoy what I do. I love being in a quota-carrying sales position, just love it. Like many, I recognize that being a sales professional can be a huge thrill, emotionally satisfying and financially rewarding. That aside, I get to speak with and educate some of the most innovative sales and marketing leaders in the...Read More
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