Steve Loftness
Steve Loftness
Steve has worked for more than 20 years in process design and implementation, as a certified Six Sigma Black Belt. While at Sales Benchmark Index, he has helped many B-to-B organizations eliminate non-value add selling activities resulting in productivity improvements of 20+%.
Looking for A-Players? It Takes One to Know One
Your salespeople bring in the revenue. But who’s bringing in your salespeople? You need an A-player recruiter who won’t settle for hit-or-miss hiring. This pro...
How to Keep Your Sales Team Engaged
Keeping your sales team plugged in with the organization is critical to your business. Low employee engagement is a leading indicator of sales turnover,...
When to Remove Your Top Sales Producer
Pat is a top rep - he blows out his numbers consistently. He "single handedly" brings in an easy 15% of all of Sales'...
Are Top Sales Reps Causing Customer Loss?
Losing customers is an expensive proposition. SAMA (Strategic Account Management Association) estimates it cost 6-7x more to acquire new than sell to existing customers....
3 Mistakes in Sales Improvement
Sales or marketing challenges exist in every organization. Sales performance may be suffering. Or Marketing isn't connecting with the market. The acute issues of...
Reactivity — The Sales Leader’s Poison or Potion?
Sales leaders have their goals for 2014. Some leaders wonder how they'll ever meet this fearsome challenge. It has to start with a...
How to Scare Your Top Sales Reps
It never fails. In nearly every client we hear about the emails and calls. Sales Reps hear through the grapevine about a sales or...
Why the Wrong Chief Sales Officer Got Hired
Your Chief Sales Officer (CSO) left. Or maybe he/she needs to leave. Either way, when a new CSO is needed, use a structured...
Why You Can’t Fill Your Open Sales Manager Positions
A post for Sales and HR Leaders to find root causes of Sales Manager (SM) vacancies. The Sales Manager position is the fulcrum...
11 Sales Compensation Complaints to Address Before Next Year
This post is for Sales and HR Leaders planning 2014 Sales Compensation. It provides a number of common Sales Compensation complaints. Knowing these complaints,...
How to Kill Social Selling at Your Company
Social selling is a technique being adopted by many B2B sales organizations. This technique is an emerging best practice that helps Reps make...
The Cost of Doing Nothing
The problem with your sales force has been diagnosed. You've determined the requirements of any solution. Now it's time to outline your options...
13 Signs Your Sales Turnover May Get Worse
"Do we have a sales turnover problem that needs to be fixed now?" HR is busy filling open Sales Rep positions. HR should be able...