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Archive | Sales Performance

Four Simple Tips for Better Sales Coaching

Blog post by on April 18, 2014

Looking for practical advice on how to do more and better sales coaching? Here are four tips to get you started. 1. Stop doing e-mail first thing in the morning. Instead, coach somebody. You know what happens …

Words Decision Makers Love to Hear

Blog post by on April 17, 2014

Decision makers don’t care about your porduct’s speed, specifications, or efficiency. They don’t care about the wonderful methodology you use. Your offering is simply a tool. They care only about the results your offering delivers for them. …

Motivate and Retain Your Sales Reps

Blog post by on April 17, 2014

Late last year, Steve Richard and I had an idea for new research. This would be the third collaboration between The Bridge Group and VorsightBP (after Sales Speaks and Mythbusting Millennials). Our intent was to survey sales reps, front-line …

What Makes Your “A” Players So Great?

Blog post by on April 17, 2014

If identifying top performers was easy, sales leaders wouldn’t be so worried.  But the “gut check” test is flawed. When we ask most sales leaders about common “A” Player traits, they stumble.  We hear comments like “always …

The Beautifulness of Chaos in Sales

Blog post by on April 16, 2014

One of my pet-peeves is this process thinking mentality that we can apply a tool like value-stream mapping and create a more efficient sales process, by getting rid of unnecessary steps and action. People are always looking …