Can You Really Measure Sales Culture?


For decades sales leaders have been discussing how to get the highest levels of performance of their teams. Some would make the case that the answer lies in a company’s sales culture and how the team is built and developed within that culture. In many cases, culture is managed and measured by intuition, leaving scaling a sales organization a […]

Does Your Sales Team Have True Grit?

Andy Miller2

grit (noun): firmness of character; indomitable spirit; unyielding courage in the face of hardship or danger True Grit Your sales team has process, skills, and plenty of product knowledge. So what’s keeping them from landing that next deal? By Jennifer Bohanan International sales strategist Andy Miller of Big Swift Kick says that whether you’re managing […]

I’m Done With Sales Teams

I expect to take some heat for this post. Perhaps I’m way off base with my opinion. Maybe I’m not, after all. I hope you’ll let me know your thoughts in the comment section. Background During my formative years I played the trumpet. I practiced hours a day—so much so that I missed most of […]

What’s All This Talk About Gamification?

The issue of CRM adoption seems to come up a lot these days. After all these years, many companies are still having a substantial challenge getting their sales forces to align and comply with corporate CRM policies and procedures. I’ve written a lot about sales process automation tools like Dealmaker, White Springs, and Revegy, and […]

The Best B2B Customer Service I’ve Ever Seen

Great teams of any sort are rarely great without great leadership. When I think of great team leaders, I think of Kristi Fox, Second Vice President of Group Client Relationships, at Minnesota Life, a Securian Company. The Client Relationship Department at Minnesota Life includes 24 associates who manage group life insurance relationships nationwide. Many of […]