For the last 15 years, our focus has been helping clients build a commitment to “Sales Excellence” as part of our sales transformation work. In the process of working closely with Sales Organizations, we have seen many instances where doing business in new ways worked well, leading to lasting change. We have also seen other […]
Conversation with Jon Dartt – VP Sales, Delta Faucet
Conversation with Jon Dartt – VP Sales, Delta Faucet In our continuing quest to learn how Sales Leaders are shaping their sales cultures, I had the opportunity to interview Jon Dartt who has been VP of Sales at Delta Faucet since 2011. And what a powerful discussion it was! A well-respected Building Industry veteran, I […]
Challenges We Face Study – Getting Everyone in the Company to Support the Customer Experience
The Rainmaker Minute: Challenges We Face Study – Challenge #5 – Getting Everyone in the Company to support the Customer Experience. Earlier this year, Mark Mitchell, who co-authored our book RAINMAKER, and I conducted a study to learn what Building Materials Sales Forces are being challenged with this year. 146 organizations participated. For the next […]
Challenges We Face Study – Developing High-Quality Sales Leaders
The Rainmaker Minute: Challenges We Face Study – Challenge #4 – Developing High-Quality Sales Leaders. Earlier this year, Mark Mitchell, who co-authored our book RAINMAKER, and I conducted a study to learn what Building Materials Sales Forces are being challenged with this year. 146 organizations participated. For the next few blogs, I will provide insight on what […]
Challenges We Face Study – Recruiting Quality People (Salespeople, Support, and Other Areas)
The Rainmaker Minute: Challenges We Face Study – Challenge #3 – Recruiting Quality People (Salespeople, Support, and Other Areas). Earlier this year, Mark Mitchell, who co-authored our book RAINMAKER, and I conducted a study to learn what Building Materials Sales Forces are being challenged with this year. 146 organizations participated. For the next few blogs, I will […]
Challenges We Face Study – Transitioning Salespeople To Being Business Advisors vs. Product Sellers
The Rainmaker Minute: Challenges We Face Study – Challenge #2 – Transitioning Salespeople To Being Business Advisors vs. Product Sellers. Earlier this year, Mark Mitchell, who co-authored our book RAINMAKER, and I conducted a study to learn what Building Materials Sales Forces are being challenged with this year. 146 organizations participated. For the next few blogs, I […]