Trying to predict the future of technology and how long your solutions will be valuable is impossible. Still, as the owner of a company that sells and installs technology you must have a strong vision and understanding about where technology is headed. Since you can’t predict it, Read More

“In our company the sales guys have all the fun and make the big money,” someone said at a dealer onsite training event. After the training was over, I went in and asked the meaning of his comment and he said again, “They [the sales guys] have all the fun and make a lot of money Read More

There are many ways to analyze a business and equally as many ways to break down the details around it. Below are the ten most popular topics discussed with dealers over the last few years. Finding Your Way To The Future Building “Differentiation” Selling Deliverables Clients Read More

There are many ways to analyze a business and equally as many ways to break down the details around it. Recently, I asked my team to look back over the last few years to see if we could identify a pattern or somehow gather the ten most popular topics discussed with dealers. Read More

I’ve written a lot about the ups and downs of sales and marketing execution. I don’t know that I’ve ever encountered a perfect organization but there are certainly companies that execute very well. Naturally, there are those that don’t. When a dealer engages a consultant, it Read More

Across our industry there is often an underlying understanding with dealer principals that the salary they provide to attract sales talent is only bait used to catch the next sales rep. It’s an attraction and comes without clear expectations or authority to define any of the Read More

  Sales and marketing are often considered to be the same thing, but nothing could be farther from the truth. In our industry, or any industry for that matter, you often see positions offered for a VP of Sales & Marketing. While I do believe there are talented and Read More

When I talk about compensation and commissions that drive success, many people assume that I mean, pay out more money, but I assure you, that is not the point.  I simply mean, put your money where your plan is!  When I look at today’s sales organizations and watch how the day to Read More

Like a caterpillar transforming into a butterfly, I’ve seen many copier dealers try to transform their company and find their way to the future.  The natural progression is to morph their business offerings to include deliverables that involve technology services. Although, I Read More

It’s not uncommon today to get into deep conversations about sales compensation. Typically, it’s a business owner looking to refocus and energize their sales team and to drive the best possible behavior and thus sales results.  Compensation is a serious topic for seriou Read More

One of the biggest struggles business owners continually share is trying to get an accurate sales forecast. There are so many important factors for forecasting accurately.  Most owners simply haven’t thought deep enough around this, the most important process within their Read More

How is it that some people embrace change so willingly and use it to launch and maintain success while others seem to run from it and refuse to implement it? I’m always amazed how long someone will tread the same path over and over without the slightest consideration that the Read More

Each month I receive calls, questions, and inquiries asking about best practices surrounding sales forecasting and driving a sales funnel that is real. It seems there is a significant challenge in trying to produce an accurate sales forecast. Our sales operation reviews find that Read More

Our sales engagements begin with the discovery and identification of one’s key business objectives and ends seven steps later at the Manage and Adjust process. In the sales team training exercises, we find that few sales reps can truly articulate the unique value of their company Read More

The term “a ship without a rudder” fits the profile of many sales organizations today. I often find that company leaders have failed to deliver proper tools, thoughts, and processes to guide their sales team to success. Specifically, I’m referring to a company’s value Read More