The science behind solving, developing and building a scalable predictable sales growth In such never ending situations, the civil war, Israeli bombardments, economic and financial crisis, and today the Arab Spring, our friends would back us up saying “maintaining your sales numbers would be good enough.” But ask thousands of entrepreneurs, general managers, sales managers […]
A Tribute to my Former Employers 2006 at 9:00 in the morning, we were all sitting in the weekly sales meeting but with different vibes this time. We were depressed, feeling insecure, Lebanon was under the Israeli bombardments, people leaving the country, others were dying but our General Manager, Mr. Marwan Chehlawi, was standing up […]
A scientific way to go the extra step in assessing our sales performance. It’s December, a month when sales managers rush into motivating, helping, and pushing their sales team to achieve their targets, with an eye towards the end of year bonus. I’m not saying this is wrong, this is what sales managers must do […]
Why Not the Sales Training & how to properly prepare for our Sales Plan I’m not old, and still throughout my experience as an IT solution provider, I have practiced the old traditional way of selling. We used to depart the office in the morning, and hopefully return in the afternoon with a sort of set […]
What advantages does it have on the macro and micro level? Jack Welch, GE CEO [1981-2006], in his book “WINNING”, structured and assessed employees as, 20% are top performers, 70% are the middle, and 10% are the bottom ones. Then he insisted on the “act” part asking managers to act according to this categorization. […]
What are the root causes behind the difficulty in allocating good sales people and what capabilities organizations are left with? Seven years ago, with few humble years of experience in my pocket, I was suited and booted, sitting among thirty or forty other refined and well carried sales candidates with my heart beating fast. It […]
What organizations face from following a non-scientific structured approach on strategic and tactical basis. In bicycle-racing, keen teams match their strategies to the phases of the race. In the time trials, a few team members maintain steady speeds over long distances to lower the team’s average finishing time, others might end up pedaling fast to […]