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Articles by Lisa Pearne
Want to Motivate Your Sales Team? Try Healthy Competition
There’s nothing like a little competition to motivate a sales teams — or anyone, for that matter. One of my role models, Teach for All co-founder and CEO Wendy Kopp, described in The Wall Street Journal how competition drove innovation during the world’s space race. Would Neil Armstrong and Buzz Aldrin have made it to the moon if the U.S. weren’t trying to best Russia? Likely not. Just a decade earlier, the task seemed impossible, but competitive pressures made it happen.
Looking for the Next New Sales and Marketing Initiative?
Looking for the Next New Sales and Marketing Initiative? It's not uncommon these days to have a marketing team huddled around a conference table applying their best creative thinking to figure out the next big brand message that will cast a wide net over a sea of potential customers.
Teach First: 4 White-Coat-Worthy Sales Training Secrets
A 19th-century physician’s advice might, strangely enough, be the best medicine for leaders developing successful 21st-century sales teams. You probably don’t recognize his name — Dr. William Osler — but you’re likely familiar with his legacy. As the founding physician-in-chief at Johns Hopkins Hospital, Osler spent his professional life creating a training regimen around the idea that the hospital is the best classroom for doctors-to-be.
Pipeline Management vs. Forecasting: What’s the Difference and Why Does it Matter?
I've learned a lot about sales management from being a parent. Take forecasting, for example. Mid-way through each grading period, I obsessively interrogate my children about their current grades. Have their tests to-date yielded A's, B's, or (hopefully not) C's? What tests do they have remaining? How likely is it that they can pull their grades up before the semester's end? What do they expect their final grades to be? This is forecasting.
The Case for a “Sales Assist” Metric
It doesn’t surprise me that more than 85% of top salespeople played sports growing up. The modern inside sales structure is set up as a team more than ever. Sales Development Representatives and Business Development Representatives (SDRs/BDRs) prospect and qualify, handing it off to the Sales Account Executives (SAEs) to negotiate and close. It’s a great system that’s akin to those dynamic NBA duos that pass the ball with precision, find the open man, and take the best shot.
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