Martice E Nicks Jr
Martice E Nicks Jr
Professional Speaker, Master Sales Productivity Consultant, Coach and Trainer
Martice has 27 years as a successful consultant in government and private sectors. He focuses on optimizing and integrating systems that drive revenue and facilitate organizational performance.
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Articles by this Author
What I find very interesting is that both selling tactics exist in the market and are successful...to a certain extent.
From the perspective of the buyer, competitive pressures among vendors and the rise of the internet positions many products and services as commodities.
What does this mean and why is it important to sellers?
1.
From the perspective of the buyer, competitive pressures among vendors and the rise of the internet positions many products and services as commodities.
What does this mean and why is it important to sellers?
1.
I spent a number of years as a consulting nuclear chemist and radiation protection specialist at commercial nuclear power plants. Which means I love physics!
I've always been baffled by the concept of managing time, because from a physics perspective time can't be managed. The proof is obvious when we consider... it's impossible to manage our time so effectively that we get 25 hours in a day, nor is it possible to manage our time so poorly that we only get 23 hours in a day.
I've always been baffled by the concept of managing time, because from a physics perspective time can't be managed. The proof is obvious when we consider... it's impossible to manage our time so effectively that we get 25 hours in a day, nor is it possible to manage our time so poorly that we only get 23 hours in a day.
I met with a prospect the other day and he asked me "What do high performance managers do differently than average managers?"
I paused for a moment, scanned the long list of behaviors in my mind; distilled my answer down to the critical few things and told my prospect...
High performance managers:
* clarify their understanding of their roles and responsibilities
* set non-conflicting short and long term priorities
* use a logical, transparent and duplicable decision-making process
* create a well thought out plan of action - they don't wing it
* create a realistic schedule for executing their plans
We discussed my answer in relation to the challenges his company was facing and agreed to involve the final person I needed to meet to close the deal.
I paused for a moment, scanned the long list of behaviors in my mind; distilled my answer down to the critical few things and told my prospect...
High performance managers:
* clarify their understanding of their roles and responsibilities
* set non-conflicting short and long term priorities
* use a logical, transparent and duplicable decision-making process
* create a well thought out plan of action - they don't wing it
* create a realistic schedule for executing their plans
We discussed my answer in relation to the challenges his company was facing and agreed to involve the final person I needed to meet to close the deal.
So you want to improve your sales team's performance.
There are so many places to try and squeeze additional performance improvements out of your team. The question is...where do you start?
Do you start with better tools like Sales Force Automation (SFA) or Customer Relationship Management (CRM)? Maybe implementing opportunity, account, and territory management methodologies would work.
There are so many places to try and squeeze additional performance improvements out of your team. The question is...where do you start?
Do you start with better tools like Sales Force Automation (SFA) or Customer Relationship Management (CRM)? Maybe implementing opportunity, account, and territory management methodologies would work.