Michael Smith

Articles by Michael Smith

What's Wrong With The Sales Machine? Making Change Stick

December 3, 2018

Until now, our series has focused on tangible, measurable initiatives. In parts 1-3, we looked at how to systematically determine where the sales machine is "broken," how to get at the root cause of why it's broken, and how to create an effective roadmap for "fixing" it by moving the organization systematically along the Sales Maturity Curve. In this final article...

What's Wrong With The Sales Machine? Implementing Changes To Improve Sales Maturity

November 5, 2018

Michael Smith

If you have applied the concepts we covered in part 1 and part 2 of this series, at this point you know where you are positioned on the sales maturity curve and why you are positioned there. You know where you want to go and what's holding you back from being there today. And...