3 Reasons Sales Managers Fail to Coach

When it comes to sales managers coaching their sellers, there is a significant gap between what companies intend to do and what they end up doing. Here’s a look at what’s going on and how to make your training dollars work as you intend.
http://www.membrain.com/blog/3-reasons-sales-managers-fail-to-coach

Three sales myths costing you millions

The sales profession
http://www.membrain.com/blog/three-sales-myths-costing-you-millions

Why every sales opportunity needs a regular risk assessment

If you were working in the health or social services, or in the nuclear, aerospace, oil, rail and military industries, you would be well aware of the need to perform risk assessments on a regular basis wherever there was a serious threat of a hazardous situation.
http://www.membrain.com/blog/why-every-sales-opportunity-needs-a-regular-risk-assessment

Introducing the sales effectiveness manifesto

“We hold these truths to be self-evident”: Thus begins a document that every American schoolchild knows. The document would inspire an army to fight for a new nation that would one day become the most powerful in the world. It is a document that changed history.
http://www.membrain.com/blog/introducing-the-sales-effectiveness-manifesto

CRM: It’s Time to Get Out and Drive

What is CRM? A software? A database? A reporting tool? A methodology? A way of life?
http://www.membrain.com/blog/crm-its-time-to-get-out-and-drive

How many sales processes do you need?

If you’ve been following me for long, you may think this article is going to be about how your department needs to formalize a single sales process for everyone to follow. You would be wrong. In fact, every sales department needs at least two sales processes - and maybe more.
http://www.membrain.com/blog/how-many-sales-processes-do-you-need

Are Your Sales Metrics Aligned With Your Business Strategy?

Not long ago, I spoke with a frustrated CEO. His company was doing OK, but somehow not meeting his expectations.
http://www.membrain.com/blog/are-your-sales-metrics-aligned-with-your-business-strategy

18 Eye-Opening Sales Effectiveness Statistics

I took the time to review some of the more stunning industry data from the past year. For instance, even as sales effectiveness continues to decline, 92.5% of firms raised their revenue targets for 2016. It remains to be seen how many of them achieved those targets, but if the trend of nine years holds, it’s unlikely to be an encouraging number.
http://www.membrain.com/blog/18-eye-opening-sales-effectiveness-statistics