Michael Griego

42 Sales Rules, Foreword by Mark Leslie

michaelgriego — Thu, 17 Sep 2009 07:31:28 +0000

(excerpt) I first met Mike Griego in 2005 in a Palo Alto café. Having retired as CEO and Chairman of the Board at Veritas Software, I was teaching courses on Entrepreneurship and Sales Organization at Stanford University’s Graduate School of Business. Mike, as president/founder of a MXL Partners, a Silicon Valley sales process consulting and training firm, and Stanford MBA alumni himself, had contacted me and requested a meeting to simply meet and compare notes. We had a delightful first meeting and discussed a draft article I was writing on “The Sales Learning Curve” which was later published in the Harvard Business Review in the summer issue of 2006. Mike agreed to review it for me and confirm its conclusions. It was refreshing to discuss the complexities of structuring and managing the modern enterprise sales organization with someone so well versed in all aspects of the world of sales….

Mike’s new book, 42 Rules to Increase Sales Effectiveness, is a powerful and quick read for all parties involved in driving sales revenue, from the executive team to the sales and marketing organization. He has well captured the keys to increasing sales effectiveness with a crisp, practical and highly readable book….

I heartily recommend you pull up a chair, grab a cup of coffee, read this book and be ready to re-confirm and even re-think your views of sales and sales effectiveness.

Mark Leslie is the Founder of Veritas Software (now Symantec) and served as CEO and Chairman of the Board. During his tenure he grew annual revenues from $95,000 to $1.5Billion. He is currently the managing director of Leslie Ventures, a private investment firm. He is also a lecturer at Stanford’s Graduate School of Business where he teaches courses in Entrepreneurship and Sales Organization.

Personal Responsibility in the Sales Arena

michaelgriego — Fri, 14 Aug 2009 14:30:27 +0000

A wise man taught me years ago: “There are 2 types of people in this world, those that make excuses and those that find a way.” I’ve applied this simple principle throughout my professional career as I encountered problems, challenges and issues.

Certainly today we all face problems and challenges. There will always be problems with customers, products, management and markets. Nobody’s perfect - even amongst the best run companies. But many people will fold and make excuses. The best of the best find a way through them.

I particularly emphasize this same principle today in my sales training workshops. While salespeople and teams are facing their own problems and giants, it’s about personal responsibility. Even if it’s not your fault but it’s in your way, find a way to work through or around it. No excuses. It’s always encouraging to see lights go on and people step up.

Are you finding a way?

Good At-Bats in a Down Market

michaelgriego — Fri, 15 May 2009 14:30:29 +0000

As the year moves along 2 things are clear: we’re in a down market, but deals are happening. Some sales organizations are struggling, it’s certainly tough for all, but there are signals of business progress and signed deals. Some companies are even thriving. But whether struggling or thriving, there are still fewer deals out there that are being worked. To use a baseball analogy, salespeople have fewer at-bats these days; fewer chances at the plate. Like a skilled ballplayer, better handle the at-bat carefully - take the right pitches, foul off appropriately, don’t chase bad balls. Take the good swings when you see the right pitch coming.

We’re observing that in times like this sales organizations need more effectiveness rather than efficiency. Sales tools and technologies that streamline process and make things run faster or easier are not nearly as valuable as sales tools and sales technology that drive salespeople to do the right thing, very well, every time, like a great at-bat.

Are salespeople in your company taking their best swings at every at-bat?