Are you sick and tired of the prima donna sales rep who cherry picks the best leads and leaves the hard work for someone else? Well, Marketo President and CEO Phil Fernandez suggests putting this supposedly bad behavior at the center of your revenue performance management process.
This bold idea is one of many in Fernandez’ new book, Revenue Disruption: Game-Changing Sales And Marketing Strategies To Accelerate Growth. In this excerpt, Fernandez explains how a simple shift can help marketing and sales teams work together to create a more efficient, cost-effective process that better reflects the new realities facing the modern sales team. Continue reading »
You’re either an entrepreneur or you’re not. Right?
Well, according to Heart, Smarts, Guts, and Luck: What it Takes to be an Entrepreneur and Build a Great Business, success in business creation is not dependent on just one “it” factor. Authors Tony Tjan, Dick Harrington, and Tsun-yan Hsieh argue that, within each successful entrepreneur is a combination of the four driving attributes identified in their book’s title.
Furthermore, they argue that knowing which of these four traits drives you could be the key to unlocking your true potential. The book itself won’t be available until August, though you can pre-order it at their site. But as something of a personalized preview, the authors offer the Entrepreneurial Aptitude Test, or EAT, as a sort of entry point to their book. Continue reading »
For their new book—Sales Growth: Five Proven Strategies From The World’s Sales Leaders—Thomas Baumgartner, Jon Vander Ark, and Homayoun Hatami observed the inner workings of successful companies. Based on interviews of more than 120 of today’s most successful global sales leaders, this book offers real-life examples of how they overcame difficulties and found growth in a challenging market.
Part of finding growth is developing a sales team. While mentoring is a learning process, it shouldn’t feel like going back to a high school lecture hall. In this excerpt from the book, the three partners in McKinsey & Company talk about trainers and coaches who apply the tenets of successful adult education to their programs. Adults retain the most new information by doing—not hearing—and companies that integrate hands-on learning into their mentoring programs can benefit from that built-in bias. The authors also address how to reinforce successes while also giving special attention to those who need it. The excerpt closes with an innovative method of coaching the coach, an investment that for one company yielded an impressive return in close rates.
Coach Rookies Into Rainmakers
Unlocking people’s potential to maximize their performance is about helping them to learn rather than teaching them. This form of coaching is critical in sales because adults learn best through “experiential” learning—that is, by doing. Studies have shown that adults retain 65 percent of experiential learning compared to just 10 percent of material they receive in a lecture setting or in demonstrations. Continue reading »