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    Blog Category // Sales Management

    Systematically addressing sales underperformance

    Posted by Bob Apollo, Oct 11, 2023
    This article was first published (as "Addressing Underperformance" in the October 2023 edition of the always excellent ...

    Navigating the transition from salesperson to sales manager

    Posted by Bob Apollo, Sep 07, 2023
    A version of article was first published in the September 2023 edition of the International Journal of Sales Transformation ...

    Getting the right people on your sales bus

    Posted by Bob Apollo, Feb 13, 2020
    In his widely acclaimed Good to Great, Jim Collins shows that lastingly great organisations pay particular attention to not ...

    Size isn’t everything: why more revenue often flows from smaller pipelines

    Posted by Bob Apollo, Feb 14, 2017
    One of the abiding urban myths that misinforms sales pipeline management is the idea that sales people need at least 3* ...

    Bridging the sales performance gap

    Posted by Bob Apollo, Sep 28, 2016
    In the majority of sales organisations, a high percentage of sales revenue is generated by the same minority of top sales ...

    McKinsey, HBR: How much support do your sales people need?

    Posted by Bob Apollo, May 31, 2016
    There is some fascinating research just published in the Harvard Business Review by a group of McKinsey consultants. They ...

    Learn from the Best, Move the Middle, Recycle the Rest (and Hire Smarter)

    Posted by Bob Apollo, Nov 04, 2015
    According to Sales Benchmark Index, across the industry as a whole, 83% of sales revenues are generated by only 13% of the ...

    Boldly Going in B2B Sales: Less Kirk, More Spock

    Posted by Bob Apollo, Oct 03, 2015
    The traditional profile of a successful sales person isn’t a million light-years away from the personality of Captain James ...

    Transforming your sales process to reflect modern buying behaviours

    Posted by Bob Apollo, Sep 03, 2015
    There’s no doubt that B2B buying behaviours have changed dramatically over the past few years. If you’re selling a complex, ...

    The problem with assigning fixed percentages to pipeline stages

    Posted by Bob Apollo, Jul 02, 2015
    On average, fewer than 50% of forecasted opportunities close at the predicted value and time - and the figure is usually far ...
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