Sales Trends

The Silent Majority

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Sales and salespeople

The history of sales methodologies and salespeople is full of twists and turns. With a few excellent –or at least well-intentioned– ways of selling and many others that are the complete opposite.

There was a time when the salesperson was the only one with information about new products—from the end of the 19th century to mid-20th century; they were the experts and customers were in their hands when it came to making a buying decision. This ...

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New metrics

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When we talk about sales metrics we usually think units, volumes, quota, members signed, calls made. Generally speaking, these metrics would have been put in place in an organisation at the time that the sales team was established, and (maybe) changed from time to time, usually from quota to number of calls or units, and so on.

The current state of markets and most industries are quite different from the time when the use of these metrics was best ...

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12 Sales Trends for 2017

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We are pleased to release our 8th annual 12 sales trends report. 2017 Sales Trends focuses on – Going from ordinary to extraordinary

In times of major change, uncertainty and upheaval we have two choices: 1) bunker down, keeping our heads low, waiting for things to pass and settle down back to normal, or 2) embrace the change and ride the waves towards the future creating a new normal.

Opting for option 1 is dangerous and potentially foolish as ...

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