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January 2012

The 21st Century Rolodex: The Sales Network

I wrote a while ago about how I think the value of the rolodex is gone, yet still so many people hiring sales people want to know about your Rolodex.  Who do you know at their target companies, and who do you know in a particular industry.

The wrong metrics force bad behavior in salespeople

Metrics are used all over in sales organizations:

  • How many calls did you make?
  • How many connects did you make?
  • How many meetings did you schedule?

Metrics are how managers feel good about how people are doing – its how they can point to things and say, “look – my people are working.”  Often, tt is how managers and CEO’s can turn to their board and investors and say, “I have no idea how we didn’t make our numbers this month, we made 4,000 outbound calls!”

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