How Long Is A Sales Cycle?
Some time ago, on the second day of an Interim Management role I was undertaking for a client, the Sales Administrator entered my office and came up to my desk. She then enquired: “How long is a sales cycle?” I asked her why she was so interested to know how long was a sales cycle and she replied thus: “Here is a chart showing along the top, the months January to December and down the side, all the customers to whom we wish to sell. When I know how long a sales cycle is, I ca
How Much Should Sales People Be Trusted To “Get On With It”?
In his commentary during the 1982 Austrian Grand Prix James Hunt observed, in his own inimitable style, that, regarding driver control of turbo boost, Renault did not allow their drivers to control it whereas McLaren did and that if you, “Don’t trust your drivers it is a stupid decision and is asking for trouble”. After all, you had chosen to employ them and so you should let them get on with it. This got me thinking about how much should salespeople be trusted to, “get on wi