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Why Coaches need to know how the brain works

Why Coaches need to know how the brain works

My colleague, Federico Petrozzi Psy.D. PCC (ICF), wrote a brilliant post, Why Coaches need to know how the brain works, on LinkedIn. If you are a sales manager, coaching is perhaps our number 1 responsibility, and this post contains excellent ideas.  You can read it...
What’s Your Social Selling Success Score?

What’s Your Social Selling Success Score?

LinkedIn’s Social Selling Index, or SSI, is a measure of a salesperson’s social selling skills and execution.  You can check your score at SSI. 15 statistics compiled by HubSpot show that as a salesperson’s social selling index rises, so does their sales success....
Are You Running a “Level 4” Sales Operation?

Are You Running a “Level 4” Sales Operation?

There is a compelling research report entitled, “Understanding What Your Sales Manager Is Up Against”, by Barry Trailer and Jim Dickie, published by the Harvard Business Review. In this report, the authors provide critical insight into the benefits...
6 Key Sales Opportunity Qualifiers

6 Key Sales Opportunity Qualifiers

Do you ever lose opportunities because an executive you’ve never met says “no”? Do opportunities seem to go on and on like a death march? Have buyers gone to the end of a sell cycle with you, only to back out? Well, these are a few examples of signs...
3 Simple Steps to Forecasting Accuracy

3 Simple Steps to Forecasting Accuracy

Recently I had a conversation with a friend of mine who’s also a sales executive.   He told me that they were consistently missing their forecast, and by a significant amount.  In his case the root cause of the problem was that they were including all of the...
25 Signs of a Bad Sales Culture

25 Signs of a Bad Sales Culture

It’s rare indeed for me to see a proactive sales culture.  The norm is an unhealthy one. Take a look at the list below, grouped by Sales People, Sales Managers, and Sales Executives, and see if you have the signs of a bad sales culture. Then, in follow-on...
Collaborative Skill Development Always Wins

Collaborative Skill Development Always Wins

Two weeks later, although Adam didn’t do a stellar job, he received a standing ovation for being brave enough to come back and complete the workshop. I helped Steve put a skill development plan together that would help Adam hone two skills; he enthusiastically...

Adventace Sales Management System

We have completed the redevelopment of our Salesforce.com based sales management application. It automates our entire holistic methodology, providing significant functionality for Sales Executives, Sales Managers, and Sellers. We have begun demonstrating SMS. Here are...
Intro to Surgical Performance Metrics

Intro to Surgical Performance Metrics

 A Summer 2014 Series Many sales organizations manage only to “lagging” 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 Seller’s...
Our Book Achieves Best Sellers List!

Our Book Achieves Best Sellers List!

   We are pleased to announce that last week our book, Create the High Performance Sales Environment®, hit the Best Sellers list.  Thanks for your support! If you’d like to see why our book has been referred to as, “The Bible of Sales...