Setting Sales Quotas: What History Got Right

Setting Sales Quotas: What History Got Right

by | Feb 8, 2023 | Blog

Setting Sales Quotas: What History Got Right Over the past few weeks, I’ve been studying the history of quotas and quota setting during the dawn of the modern sales profession. Namely, from 1900-1930. In the process, something hit me right between the eyes!...
Could a Lay-Off Be a Blessing?

Could a Lay-Off Be a Blessing?

by | Feb 5, 2023 | Blog

This may be a stretch…but I heard a story last night that reminded me of something – when something that seems awful at the time turns out to be a blessing. It was the story of bowler Bill Fong. So, in bowling, a perfect game is 12 strikes…a score of 300. It...
What Was The First Sales Methodology?

What Was The First Sales Methodology?

by | Jan 26, 2023 | Podcast

What was the first sales methodology? In another case of a misguided Google result, it’s time to set another record straight. What was the first “modern” sales methodology? What was it? Who developed it? And why did it serve as a baseline for so many...