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 How to build your Sales Productivity Management System :    PART 2 – The Mirror Part Most companies have now accepted the fact  that sales is a process and that you can -and you should- measure its effectiveness. A recent study from CSO insights still shows however that less than half of companies are actually [...]

PART 1 : Create your HIGH GROWTH SALES CULTURE 3 of my local  smaller business clients just ended their “best year ever” in 2011 and are now planning to beat it again in 2012. When asked to look in retrospect at what kind of changes  actually made such an impact that 2011 became their record [...]

    THE 4 MISTAKES THAT CAN KILL YOUR LION TAMER HERE    

  The more I work with small business owners the more I am trying  to figure out the root cause that prevents their sales from consistently growing . Now that I have become a small business owner myself I understand better some of the unique challenges of this “job” and I am learning to adapt my [...]

As an entrepreneur without a sales force but myself,  I struggled for months to understand my sale cycle, my ratios, my sales process. I tried to do it “the old way” : by tracking my number of appointments, my hit ratio, my number of proposals, my number of calls etc… RESULTS : NOT working !!! [...]