Tag: Objective Management Group

Compensation Plan or Accountability Plan?

Most salespeople are not motivated by money. I wrote about it recently. They instead have their own reasons for executing and achieving. Now don’t get me wrong. By and large, salespeople would love to be paid more for their work, who wouldn’t? But as I pointed out previously, 74% of salespeople, whether top tier or…
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Surprising Sales Stats Regarding Quota Attainment

Salespeople are in it for the money! It’s a common belief and one you may think is true. If so, you might be tempted to construct a compensation plan that heavily favors pay for performance. Of course, salespeople want to be paid well. Everybody does. And I whole-heartedly support compensating salespeople to reinforce the behaviors…
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Referral Request Reluctance

Gaining referrals can seem harder than cold calling. It’s something I’ve recently noticed. There are many salespeople who would rather talk with relative strangers in the form of prospects than to ask current clients for referrals. I know that I struggled with it previously in my career. Why Is It So Hard? I believe there…
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Ch-Ch-Ch-Changes!

Ch-ch-ch-changes…for the past year salespeople have dealt with plenty of them because of the pandemic. And more ch-ch-ch-changes are on their way. While we can wait, wish and hope, it is unrealistic to expect those ole days of selling to return. What’s Not Changing Back? There is a sizeable segment of workers that will never…
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Don’t Let History Predict the Future

While driving in a downpour recently, I decided to take the backroads home instead of the freeway. I thought to myself, “Wow. I feel really old, avoiding the freeway.” I wondered why I felt that way. I can see pretty well. My reaction time is fine. I haven’t ever been in any serious car accident.…
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Three Reasons Salespeople Can’t Reach Decision Makers

Here’s a duh! Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business. Here’s the data: According to Objective Management Group they are 337% more effective. That’s the good news. The bad news is that only 28% of salespeople are strong at doing it. This is a massive problem. If…
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College Football Wagering and What It Has to Do with Sales

While I was watching ESPN’s College Game Day, I heard Chris “The Bear” Fallica, who is a research producer and sports betting analyst for ESPN, make an observation about betting odds that was a revelation to me. He commented that when people place bets, they generally bet on the outcome they want. Of course! It’s…
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Good to Great Sales Teams

Jim Collins’ bestselling book “Good to Great” has been a roadmap followed by many companies striving for greatness. It’s also a nice reminder about not settling for just “good.” I’ve been re-reading it lately, as I sometimes do, and couldn’t help thinking about the many parallels between the book’s central research and a sales organization.…
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