Sales Secrets Archive

Sales Secrets is a monthly newsletter written with a light look at a deep subject. It reveals sales operations and performance stats and offers advice for rising above the averages. Metrics can put balance and power in your budget so you can get maximum impact from your sales dollars. Skeptical? Read how. Learn to love your metrics.

July: Firing or Hiring - Which Hurts Your Revenue More?

In the same respect that great hires provide benefit to a sales organization, bad hires can impact a company negatively. Consider the damage of hiring the wrong person: waste of ramp-up resources, potential loss of clients and ultimate loss of revenue. Read more.

June: Combine or Decline - Do You Have the Winning Combination?

Channel the powerful combination that Winning Sales Organizations are utilizing to lock onto greater success. Read more.

May: Wasting or Winning - Are Your Sales Worth the Costs?

Did you know that only 23 percent of sales representatives sell enough to cover their costs? Creating a plan to evaluate sales opportunities earlier in the cycle will help take bad opportunities out of play and lower selling expenses. Read more.

April: Manage or Damage - Is your Funnel Ratio Up to Par?

No professional golfer would come to the course with a hockey stick. The same is true in sales. When striving for success, it is critical for sales leaders to employ the right tools to achieve the desired results. The Funnel Ratio is one effective metric for determining the health of your funnel. Read more.

March: Proactive Planning in an Uncertain 2008

Your most important customers, those who provide 80 to 90 percent of your current revenue, could be at risk given current economic conditions. Learn ideas to protect your key accounts amidst an unstable economy. Read more.

February: Transferable Talent

In our careers, we have all met sales professionals that are extraordinarily successful at what they do. Often, we see their success as a gift of talent instead of a learned practice. But we know that while there is an art to selling, there are benefits to gain by adding a degree of science, and leveraging your sales superstars. Read more.

Bonus Issue: Return on Sales - How do you stack up?

In our January Secret, we introduced Return on Sales (ROS), a metric that captures the essence of sales profitability for niche-based companies. In this bonus issue, we provide you with the data to perform ROS comparisons, giving you the tools to benchmark your financial efficiency against other companies. This Secret also reveals how you can use world-class performance as a model for future performance. Read more.

January: Calculating the Numbers that Really Matter

Everyone has their niche. But oftentimes sales teams are concerned that their sales model, product offering and market space is too unique to allow for fair comparison. Learn how to calculate the numbers that really matter when your company isn't in a true "apples to apples" comparative world. Read more.

2007 Issues: Sales Secrets Worth Revisiting

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