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Hit activities and hit your goal. Does this KPI measure work?

From the PILYTIX series “Challenging Conventional Wisdom”: Hit activities and hit your goal Conventional wisdom says this: hit your activities and hit your goal.  idea of hitting the requisite number of activities to hit a goal, is often a well-intentioned practice among sales leaders and their B.I. partners. A pro sports sales leader’s activity dashboard […]

08-20-21

Sales and on-field performance. Do they influence one another?

Part of the PILYTIX Series “Challenging Conventional Wisdom”: Sales and on-field performance. Do they influence one another? Talk to most sales leaders in pro and collegiate sports and they will tell you with 100% certainty that sales and on-field performance are related. That is, it becomes more difficult to sell when the teams are struggling […]

08-20-21

Sales management: Does more activity increase sales?

From the PILYTIX Series: “Challenging Conventional Sales Wisdom”: Sales management using high call volume to ensure conversions Smile and dial: Does more activity increase sales? The mindset and philosophy driving most sales management teams is to mandate a set level of expected daily prospect calls. 50 calls a day? Great idea! 100? Even better! And […]

08-20-21

More sales reps means more sales – or does it?

From the PILYTIX Series “Challenging Conventional Wisdom”: Do more sales reps mean more sales? “You don’t lose money when you add new sales reps.” “Any additional funding needs to go to sales headcount.” “We know that when we hire a new sales class, we achieve a 1.5x return on our investment in the first year. […]

08-20-21

Three Problems with Lead Scoring

Sales leaders don’t always recognize problems with lead scoring The typical North American sports team has a CRM with hundreds of thousands – or more – contact records. Teams look to target their “best” prospects by leveraging various lead scoring tools and methodologies. Major cash investments into these systems, in theory, should provide these sales […]

08-20-21

Sales managers and meaningful feedback

Good Intentions Destroy Value “I know my salespeople.” On the surface this simple four word sentence sounds pretty innocuous, doesn’t it? It certainly doesn’t sound like something that should cause alarm.  Think about sales managers and meaningful feedback they need to provide their reps. The phrase “I know my salespeople” lies at the heart of […]

05-07-21