Blog2017-08-29T19:10:51+00:00

Cecond Opinion Blog

Moving Your “B” Sales Reps

Most sales managers, not to mention C-suite executives, know the “A”, “B”, and “C” sale reps on their teams. The question this usually prompts is: Do we focus on our “A’s”, “B’s” or “C’s” to improve sales? Here’s a strategy that is the most effective way to improve sales performance. We call it “Moving the Middle.” Sales managers often spend most of their time helping their “C” reps perform better. The logic may make sense [...]

CRM: Not Living Up to the Dream

I was talking with a colleague recently about why so many small and medium-sized companies have expensive Customer Relationship Management (CRM) systems, but then fail to use them to their full potential (or even 50% of full potential). Well, there are three reasons companies underutilize their CRMs: Poor Planning, Poor Communication, and Poor Execution. Let’s take these one by one. Poor Planning: Whether you’re installing a new CRM for your sales team or have one [...]

Step 3: Trust

Click here to see video of the tallest mountain in the continental United States: Mt. Whitney Ridge The first of my three-part blog argued Transparency comes first when building a high performing sales organization. The fastest way of creating Transparency and a sense of urgency in your sales organization is to periodically distribute a sales dashboard with the results of every rep. Next is Accountability. While Accountability is a two-way street, sales leaders from top performing [...]

Step 2: Accountability

The first of my three-part blog argued Transparency is the first step in building a high performing sales organization. The fastest way of creating Transparency (and urgency) in your sales organization is to distribute periodically a sales dashboard with the results of every rep. Step 2 is Accountability. While Accountability is a two-way street among top performing sales organizations, effective sales leaders know it starts with them. And they know it’s more what they do [...]

Step 1: Transparency

Top performing sales organization have three things average or struggling sales organization lack: Transparency, Accountability, Trust. This blog focuses on Transparency, the next two will focus on Accountability and Trust. When assessing struggling sales organizations, the first thing we see is very little (if any) transparency. Sales leaders don’t know what their sales reps are really doing day to day. Sales reps don’t know what sales leaders really expect from them--beyond hitting their sales target. [...]

My 3 Books for 2017

Ray Dalio's Principles--most of us shy away from radical truth and radical transparency, but Dalio talks about the positive impact this approach has had on employees and managers over 30 years building Bridgewater Associates. His firm's success speaks for itself. This approach isn't for everyone, but judge for yourself. Greg McKeown's Essentialism--great reminder to not only keep it simple, but to eliminate our countless tasks, commitments, and priorities that are “non-essential.” Instead of trying [...]