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Leading Vs. Laggard Sales Performance Metrics

Leading Vs. Laggard Sales Performance Metrics

Laggard Metrics  Many sales organizations manage only to “laggard” performance metrics, such as quota achievement. And yes, we all know and agree that quota achievement is very important. However, in terms of improving a sales professional’s performance, it is a...
Why Granular Content Matters for Effective Sales Enablement

Why Granular Content Matters for Effective Sales Enablement

A key element of sales enablement is providing sellers with relevant and useful content in a timely manner during the sales process. And most sales organizations spend a lot of time and effort to do just that. However, according to SiriusDecisions, “60 to 70 percent...
Are You Running a “Level 4” Sales Operation?

Are You Running a “Level 4” Sales Operation?

Research Identifies 4 Performance Levels Understanding What Your Sales Manager Is Up Against is a compelling research report by Barry Trailer and Jim Dickie, published by the Harvard Business Review. In this report, the authors provide critical insight into the...
Using Gap Analysis to Optimize Partner Performance

Using Gap Analysis to Optimize Partner Performance

The Challenge Managing partners whose sales people you don’t control while making aggressive revenue targets may seem like an oxymoron. But lets take a look at Gap Analysis, one of a set of important tactics at the channel manager’s disposal. Develop a...
Six Key Sales Opportunity Qualifiers for Managers

Six Key Sales Opportunity Qualifiers for Managers

Here are 6 key questions you should ask your sales people early and often: Have you identified a clear CRITICAL BUSINESS ISSUE driving the need to act? Have you developed a clear vision of a SOLUTION in the mind of your prospect? With that, can you establish a clear...
Podcast – Sales Enablement Defined

Podcast – Sales Enablement Defined

Recently I was asked by the Sales Enablement Society (“SES”) to offer my definition of sales enablement, as an alternative to the one the Society’s Definition Working Group came up with.  The article I wrote was then published on their website and in various sales...
The Definition of Sales Enablement

The Definition of Sales Enablement

Recently I had the honor of being asked by the Sales Enablement Society (“SES”) to offer my definition of sales enablement, as an alternative to the one the SES Definition Working Group came up with.  My definition follows, along with the reasons for it and...
Research Sets High Water Mark for Sales Operations

Research Sets High Water Mark for Sales Operations

The researchers categorized companies into four levels based on varying degrees of process utilization. The four levels were: 1. Organizations who lack a standard process, 2. Organizations who have adopted a process but don’t manage to it, 3. Organizations who...
Opportunity Assessment

Opportunity Assessment

Opportunity assessment is perhaps the most important function that first line sales managers should perform. It is the process of evaluating a seller’s opportunities against six key qualifiers to proactively identify and rectify problems, both with the opportunity...
New Podcast Feed: Sales Management…On Steroids!

New Podcast Feed: Sales Management…On Steroids!

Objective I’ve worked with sales managers and sales executives from around the world for more than 25 years, and have helped them dramatically boost the performance of their sales people and in fact their entire sales operation.  Based on those experiences, my...