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Have those on the execution side of the business ever had a sales rep sell something to a client and then throw it over the wall with little to no explanation of what was actually sold? With no idea what of the client's expectation is?

Being someone that started off on the execution side of the business and is now on the sales side, I have three easy tips for sale reps to help get a program up and running without a hitch. While this is directed toward sales team members, execution folks will also benefit from this.

WARNING

Before...

Let me preface this post by saying that my personal experience has inspired this writing. My goal in this post is to share what, in my mind, I've conceptually defined and understood as the process of selling as it relates to what I regard as moral, or ethical. A few months ago I was taking a Lyft through the South of Market (SOMA) district in downtown San Francisco, and it was a ride I haven't forgotten. Making polite conversation, I asked the driver if this was her full-time gig or something she does on the side, as is the case...

Though analytics and reporting have always been a central part of sales, this increased access to data doesn't always result in an increase in sales performance. Even with data readily available, strategy and tactical knowledge can be a challenge for sales managers. Of all the things one could do to ensure the success of a sales organization, identifying, tracking, understanding, and incentivizing reps with sales metrics is perhaps one of the most important. There are other aspects that are perhaps more important for a team's success, such as culture, which could easily kill the morale of a sales organization—the metrics...