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Activity Metrics for Sales Managers

Activity Metrics for Sales Managers

I encourage clients to track activity metrics for sales managers to ensure they spend enough time coaching sales rep interactions with customers

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Prune the Rosebush

Prune the Rosebush

You must “prune the rosebush” to remove the products, services, activities, and people that aren’t “core” to your long-term success.

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Manager of Managers

Manager of Managers

A common challenge faced by clients as their company scales is the role transition from “managing a team” to becoming a “manager of managers”.

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Customer Effort Score (CES)

Customer Effort Score (CES)

Most clients use Net Promoter Score (NPS) to track customer loyalty. I recommend they add the Customer Effort Score (CES) to get a true picture of customer satisfaction.

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The 18 Month Rule for Hiring

The 18 Month Rule for Hiring

I encourage my clients to apply the “18 Month Rule” when they are looking to hire a senior manager for one of their business functions.

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4Q Conversations With Customers

4Q Conversations With Customers

4Q Conversations are the 4 pieces of information you need to gather from each customer conversation to inform your company strategy.

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Will you?

Will you?

A client CEO was struggling to get firm commitments from his team to get tasks done on time. Here were my 2 recommendations.

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Know Thy Time

Know Thy Time

How my client managers learn to spend a greater percentage of their time performing high-leverage, high-value tasks.

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Cut yourself some slack!

Cut yourself some slack!

Build in 10% of your time each week as slack/buffer time or you run the risk of being “short-term efficient, long-term ineffective”

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Walking 1 on 1 Meetings

Walking 1 on 1 Meetings

When I managed a consulting team in the USA, I would periodically conduct walking 1 on 1 meetings with my staff. I found this format particularly helpful when coaching poor performance.

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