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Ellen Bristol Articles

Ellen Bristol Articles

The Ten Golden Rules of Sales Force Productivity - Click To Read Article
Successful sales people bring in lots of deals, no matter at what cost. Productive sales people bring in lots of high-profit deals, at manageable costs, retain more customers, and are happier at their jobs. Here are the Ten Golden Rules of Sales Force Productivity.

Sales Success vs. Sales Productivity: Are They the Same?
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Everybody wants their sales force to be successful. But is “sales success” enough? Is a “successful” sales force the same thing as a “productive” sales force? Not necessarily. Find out if your team is “leaking” productivity today, operating with inefficiencies that cost time, money and competitive advantage.

Sell More and Work Less: A Strategic Approach to Sales
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The secret to great selling is that less is more. Less confusion creates more clarity. Less activity produces more results. Less indiscriminate effort produces more targeted effort. Selling is the most strategic business function there is, and it ought to receive the thoughtful, purposeful attention you give to the other aspects of your business. Concentrate on fewer deals that are worth more to your company – more revenue, more profit, more long-term repeat purchases. If the market or the economy forces you to rely on small deals, don’t spend a fortune to win each one. Keep your eye on productivity. It pays off. Read on for more insights...

Sell the Problem, Not the Solution
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How do you get your message out to the right customers? What does it take to brand your company effectively? How can you speak the customer's language if every customer's problem is just a little bit different? If you can answer these questions, you will improve sales performance, manage sales productivity, and even control the cost of sales. Here's how: Sell the Problem and NOT the Solution!

Sales Performance: Choosing the Right Tools
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What really helps a sales team to improve its performance? Out of the many disciplines, practices, processes and automated reporting tools, which ones should sales managers emphasize? Which tools are best? Which ones contribute most to desirable outcomes? As it turns out, the sales leaders we interviewed say it has less to do with the tools themselves, and more to do with the way those tools are selected, designed and implemented.

Sales force productivity: Eight Practices to Ensure Your Sales Success
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We have never needed to improve sales productivity more than we do in this dreadful economy. For decades, businesses have embraced productivity and cost controls in operational functions like manufacturing and distribution; programs like Total Quality Management (TQM), Six Sigma and LEAN are thriving all over the map. Except in the sales department. We suggest that sales organizations can benefit dramatically from adopting some basic principles of productivity management, simple business techniques that lower costs, improve customer profitability and retention, and reduce sales-person turnover. This article explores the eight key practices that contribute to productivity. If the practice is in place in your usiness, it will contribute to productivity. But if it is not, it will actually inhibit productivity and drive up costs.

Nonprofit Fundraising: Improve Your Fundraising Performance
- Click To Read Article
Is "success" the same thing as "productivity"? Not when it comes to fundraising organizations. "Success" usually means high levels of income or gifts. "Productivity" means producing desired levels of income at controllable costs, ensuring that income is consistent and predictable, and managing the effort with efficiency. Here are a few tips to help you assess and improve the productivity of your nonprofit's fundraising efforts.

Nonprofit Fundraising: Success vs. Productivity for Nonprofits
- Click To Read Article
Is "success" the same thing as "productivity"? Not when it comes to fundraising organizations. "Success" usually means high levels of income or gifts. "Productivity" means producing desired levels of income at controllable costs, ensuring that income is consistent and predictable, and managing the effort with efficiency. Here are a few tips to help you assess and improve the productivity of your nonprofit's fundraising efforts.

Five Myths that Slow Down Sales and How to Avoid Them
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Time is money, yeah, yeah, we’ve heard that before. But if time really is money, why do so many professionals squander it chasing anyone with a pulse, including their most horrible prospects? Because they still embrace one of the Five Myths of selling, common mistakes that drain profit and energy from a sales organization. Read on…


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About The Author


Ellen Bristol
(Visit Ellen's Website) Ellen Bristol founded Bristol Strategy Group in 1995, after a 27-year sales career for major computer giants Sperry Univac and Digital Equipment Corporation. Ellen had a personal mission to improve sales-force productivity by integrating process management disciplines into the sales function. She is a thought leader in this area, impacting practices in commercial sales, professional services, and nonprofit fundraising. Ellen’s original research and experience led her to develop the company’s flagship sales methodology Selling the SMART Way®, and its automated toolkit, the SMART Way® Scorecard. Learn more about Ellen and BSG at http://www.bristolstrategygroup.com .

Ellen Bristol is a Gold author on EvanCarmichael.com
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More Ellen Bristol
Sell More and Work Less A Strategic Approach to Sales
Nonprofit Fundraising Success vs Productivity for Nonprofits
The Ten Golden Rules of Sales Force Productivity
Nonprofit Fundraising Improve Your Fundraising Performance
Sales force productivity Eight Practices to Ensure Your Sales Success
Sell the Problem Not the Solution
Sales Success vs Sales Productivity Are They the Same
Five Myths that Slow Down Sales and How to Avoid Them
Sales Performance Choosing the Right Tools
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