Colleen’s Blog

I recently worked with a client on a new program and got the opportunity to interview a few of their sales managers. I wanted to identify what differentiated top performing managers from poor performing managers. There was one aspect, in particular, that stood out.

It’s one of the biggest challenges you face with a new customer: scouting out the landscape of their organization and determining who the decision makers are (and aren’t).

Recently, I talked about customer loyalty and how it’s your job—not theirs—to create ideal conditions for them to stick with you. But what about within your organization? It matters here, too.

One of my clients recently told me that they wanted to divide their sales team up into “hunters” and “farmers.” It's not an ideal structure in my mind, but they wanted to go through with this and believed it was best for their business. Thus, I tried to find ways to make it work for them. In particular, here’s what I discovered. 

This week, I want to examine the ideal client. Because, far too often, we have a superficial picture of what the ideal client looks like.

Could your organization be giving into certain stereotypes? There are a limitless amount of companies out there seeking to cater to certain generations.

In every sales territory and in every organization, there's a hidden danger—one that has the potential to be lethal if left unchecked. It emerges only when "the unexpected" occurs. That's usually something big and potentially destabilizing. It could take the form of a sudden severe weather event, a change in management, a shift in organizational priorities in your client's company, or even a downturn in one or more sectors of the economy.

Helicoptering behaviour: it isn't just limited to parenting. It's a real problem in the workplace today. And it's especially damaging in sales organizations.

As you may know, I like to keep up on the state of the current buyer: what's going through their minds, how are they behaving, and how are they rewarding or not rewarding sellers like us?

You've probably heard some of the buzz around leading with fear.