The Sales Profession Can’t Be Fixed
The Sales Profession Can’t Be Fixed Could it be that the most common problems we all see across sales organizations will never be fixed? Today’s sales organization problems are EXACTLY the same as 1920-1960’s problems. Why haven’t we fixed any of...
Sales Discounting and Negotiations – A Lesson from Sales History
Sales Discounting and Negotiations – A Lesson from Sales History Are there bad habits in selling we’ll just never fix? Many of problems with “sales” that we see discussed every day on LinkedIn, on webinars, at events, and in books are exactly the...
Why Does Sales Exist The Way It Does – And Should It?
Why Does Sales Exist The Way It Does – And Should It? Our version of sales recruiting, sales training, dedicated territories, quotas, salary + variable compensation plans, even sales kickoffs all began between 1890-1920. The process designs, compensation...