Kurt Theriault's Page

You Promised What?

Do the realities of delivering after the deal has been struck increase your excitement about the feat you just achieved or does the pain begin gnawing in the pit of your stomach? Do you believe in your sales support organization’s ability to deliver or are there indicators that promises are not always easy to keep?

Consider these potential situations:
• Backlogs in support units are the norm not the exception.
• Internal errors and delays due to “re-dos” are too frequent.
•… Continue

Sales Execution Made Simple

"Talk is cheap, intent is useless, and execution is everything." Although people possess the desire to execute, it is the belief about what it takes to execute that impedes the process. If you want a execution, the answer may be right in front of you - keep it simple. Keeping it simple is not easy. It requires resisting tendencies, cultural norms, and old beliefs and instead applying focus, discipline, and commitment to doing a few things uncommonly well. Here are fo… Continue

It’s All About Them!

Managers often express how much they enjoy coaching because it provides the opportunity to help others become successful. Yet various surveys, used to analyze the growing turnover trend, indicate that insufficient management support is a leading reason employees leave a job. The best way to address this is to get managers focused on two key ideas: always provide value to each employee during every interaction, and make sure it is provided from the employee’s perspective. Th… Continue

A COSTLY MISTAKE

Hiring individuals for middle and upper management positions occurs less frequently than hiring for entry-level positions. As a result, the individual(s) making the decisions are not experienced or skilled at identifying and selecting the right candidate for that particular job. What do you need to do to be effective when hiring individuals for key positions?

Follow these 3 hiring guidelines:

1. Identify what competencies you need.

-Determine the most critical skills, knowle… Continue