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  I just got back from another trip to EMEA where I helped 2 of my F500 clients embrace the 1+1+1=4!®  ”Lion taming techniques”.  I must say that I am getting more and more excited every time I do these trips because it not only helps me reconnect with my past (before I turned my [...]

How to take out the human part out of the sales management equation :  

Enforce your  ”weekly hygiene” thanks to the 1+1+1=4!® System. When you become a sales manager your ”sale cycle” quadruples. Be aware of your own productivity metrics as a sales manager. Take Action : – Monitor on a weekly basis the frequency of the interactions you have with your sales reps – Be aware of  why you [...]

Today if you are managing an outside sales force most sales productivity reports – when they exist- are still excel based. If you are really trying to  measure actual productivity data from your sales reps on the field,  most CRMs which are centered on the end customer and most SFAs which are centered on the [...]