Are we “buyer-centric” in name only?
While we so often claim to be buyer-focused in our sales efforts, when you truly look at it, our internal processes and measures are primarily sales-focused. And, what do sellers do? Prioritize what gets measured. Can we take a lesson from 100+ years ago, and revisit...
Hiring For Sales Roles – Addressing the Supply & Demand Imbalance
I’ve been asked this question of so many recently: “We just can’t hire fast enough. With so many open sales roles in our company, what would you do to fill them?” Here’s the data as to why an immediate shift is required, and what I would...
For Fun FAQ: Where Did Your Company Name “Sales Melon” Come From?
A: So I Married An Ax Murderer (1993). Yes, seriously. As I doing interviews, the question always comes up around the name “Sales Melon”. It came from, of all places, a Mike Meyers movie from many years ago.
Experiencing High Sales Turnover? Here’s Why…and How To Think About It.
A few months ago, I issued what I called a “Severe Turnover Binge” Warning. The science was telling me it was coming…and sure enough, April’s reports show the highest job change numbers in the past 20+ years. Here’s the explanation as to...