by Hernan Vera | May 21, 2024 | Sales Enablement
B2B sales professionals recognize gaps between a client’s desired and current state. So why do sales leaders often skip the diagnostic part when diagnosing sales team performance issues and instead focus solely on the results versus quota at the end of the year?...
by Hernan Vera | May 6, 2024 | Sales Operations
The economy appears buoyant for some industries, yet many companies are experiencing customer defections and revenue loss at a rate that concerns the C-suite. Line of business and sales leaders readily offer reasons for losing a customer or revenue stream, but they...
by Hernan Vera | Apr 22, 2024 | Sales Enablement
When organizations need to improve sales results, they often focus on enhancing salesperson skills and competencies rather than sales manager enablement. Traditional thinking tells us to focus on salesperson investments because they represent the larger population and...
by Hernan Vera | Apr 1, 2024 | Sales Enablement
Achieving consistent and reliable sales forecasts depends heavily on the sales manager’s competencies in conducting 1:1 sales pipeline reviews with their team. Pipeline management and forecasting are different, yet many firms focus most of their attention on the...
by Hernan Vera | Mar 18, 2024 | Sales Operations
Many years ago, a trend in IT Outsourcing was coined “my mess for less.” It was a simple arbitrage of moving functions to a 3rd party provider with lower fixed and variable costs. In outsourcing businesses beyond IT (logistics & transportation,...
