Category Archives: Thoughts
…is louder than the din of traffic outside your window during rush hour.
Surprise and differentiation have far more impact than noise does.
Paul Meshanko has highlighted the importance of demonstrating respect in all of our interactions in The Respect Effect. The desired result is that those we interact with will feel valued in some way. He offers 12 Ways of thinking and behaving around others:
1. Be Aware of Your Nonverbal and Extra-verbal Cues.
What we say is important but how we say it can make or break the communication. “Extra-verbal cues include the speed with which we speak, our volume relative to background noise, our inflection, and our willingness to pause to make space for others to speak.”
Sales is both an art and a science. It is the skillful combination of emotion and logic, people and process, free-thinking and organization. I recently conducted an extensive research project involving more than one-hundred vice presidents of sales at top technology companies (software, cloud, computer hardware, and telecommunications) to better understand the art and science of managing a sales organization today.
While the study results provided detailed insights about sales organization trends, it also yielded a wide range of statistics that reflect the strategies sales leaders are employing to overcome their top challenges. Below, you will find twelve of these key sales metrics that benchmark sales organization performance, structure, and effectiveness.
1. Percent of Organization Achieving Quota