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le problème de la gestion par les résultats La plupart des équipes commerciales sont pilotées par les résultats : chiffre d’affaires, marge, croissance. Mais les résultats sont une conséquence, pas une cause. On peut fêter un bon trimestre… tout en se dirigeant droit dans le mur. Car les résultats montrent le passé. La vélocité montre […]

What Do Salespeople (and People) Experience?Everything has changed and continues to change rapidly. Companies expect salespeople to focus on customers, but the challenges they face are complex: For example, the simple act of checking an Instagram message can lead you to forget your initial intent. A notification can immediately shift your focus with thoughts like, […]

Right before the start of the weekend, Friday evening at around 8 p.m., I was searching for an old email on a completely unrelated matter when I suddenly came across a message. It was an email on an ongoing delicate topic that I did not appreciate. Over the weekend, this topic kept wobbling in my […]

ot too long ago, I found myself on the highway, eager to embrace the freedom of driving at my preferred speed of 140 km/h. I engaged my adaptive cruise control, excited for a smooth ride ahead. However, the experience didn’t unfold quite as I expected. As I cruised along, another car entered my lane...

Recently, I have come across a blog post of Seth Godin where he shares his insights about Maximization and Optimization.   It provoked a thought process and the question popped up almost instantly… How would that apply to sales ? Here it is…       1.   Maximization of Sales: A maximization mindset in sales focuses on driving […]

  The persistence of ineffective sales behaviors, despite decades of research highlighting their shortcomings, remains a puzzling phenomenon. A survey by ASG of 1,231 buyers revealed that the most off-putting actions in cold outreach include pushing products over understanding customer problems (34%), being too aggressive (26%), refusing to accept a ‘no’ (24%), and coming across […]

  What if I tell you that your sales performance is not the same as your sales results? Every time I share this thought with a sales leader, I am often met with disbelief. Eyes wide open, they firmly disagree.   However, let me explain. Sales is a performance-driven profession, much like sports. You can […]

  In the fast-paced business world, we often romanticize the *salesperson of yesterday*, imagining a bygone era of personal connections, simpler transactions, and trusted relationships. But here’s a provocative idea: *the salesperson of yesterday never existed.* What we understand today as the role of a salesperson is, in fact, a relatively new concept, born out […]

Imagine a world where the scoreboard in sales doesn’t just tally wins and losses. It’s easy to fixate on the rush of closing a deal, but what if I told you that’s a narrow view of success? In the high-stakes world of sales, the thrill of closing a deal can often overshadow the true essence […]