With the state of art tools in sales (CPQ, CRM…), we tend to over-complexify the performance analysis. Large corporations with the means to use and implement those tools do most of those analyses to « please » some executive directors, who « sell » those indicators in the board meetings. A significant difference exists between […]

While discussing difficult situations with a sales manager, he mentioned a salesperson in his team missing targets several months in a row. While explaining how he approached the problem, at some point, he said, “I paid more attention to him.” I asked him to explain how. Here is how he responded: “I just paid more […]

Each time I work with sales teams or individuals who significantly improve their performances, I receive the same question: What is the secret behind that? Because people cannot believe the simplicity of what we are doing.  The secret of reaching high performance is that there is no secret. It is just about doing the simple […]

Shibumi in selling – part2 Last week, I wrote about the term Shibumi (it is the name of the famous novel of Travenian). In this post I would like to explore more about Shibumi in selling. Shibumi in selling is selling without selling out. It is to have such a product or service that you […]

(3 minutes read) Over the Easter holidays, I have been re-reading one of my favorite novels, Shibumi from Trevanian. And I re-discovered the term Shibumi, which means being in a most refined way. It represents the elegance of simplicity. In the book, it is explained as follows: “(…) shibumi has to do with great refinement […]

Over the weekend, a friend of mine, who has an executive sales role in a multinational, complained about the organization’s reluctance to execute the strategy. It was a big problem for him. It reminded me of a post from Jonathan Stark that I shared with him, where he says: “Ultimately, every problem is a people […]

I was fed up…! with people telling me how it is different in their countries and how it is impossible to do it. It started all well, indeed. I was thrilled to build a new commercial strategy and start deploying with sales teams in 18 countries. I was doing my best in:–         Communicating clearly–         Developing a sales […]

A while ago, I shared an experience about how being exposed to too many “advice”, “to do”s, and “should do”s on social media encouraged me to go back to foundations and re-read my old favorite books. And a friend of mine asked about the books that I am re-reading. Instead of sharing a list, I […]

We spent our last weekend as a family at a ski resort. My six-year-old son, a beginner, used to ski only on green slopes.  At the end of the weekend, we decided to take a long blue slope with some steep parts. My wife went ahead with my daughter, who is faster, and I made […]