IT and Business Insights for SMB Solution Providers

Gil Cargill

Gil Cargill is dedicated to helping business-to-business sales forces pinpoint problems in their infrastructure, implementing effective action plans that provide long-term solutions for both management and salesperson.

Sales Processes and Productivity
If You Keep Doing What You’re Doing, You’ll Keep Getting What You’re Getting
August 3rd, 2021 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out This is my way of paraphrasing a famous statement made by Albert Einstein.  And I think it applies to managers and owners of sales-driven companies. Over the 43 years that I have coached these companies, I’ve observed that many entrepreneurs and owners who - Read More
 
How to Coach Your Sales Team for Superior Performance
June 25th, 2021 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out One of the problems with many sales teams today is the sales leader or sales manager became a manager because of his/her selling proficiency, not because of their coaching and managing ability. This situation is exacerbated by the fact that very few (if any) - Read More
 
How to Conduct Profitable Sales Meetings
June 8th, 2021 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out Sales Meetings vs. Selling Time Sales meetings are the bane of many sales representatives.  That’s because they perceive they don’t get any value out of these weekly exercises.  The next time you plan a sales meeting, I’d like you to take into consideration - Read More
 
Who Taught You to Manage Sales?
June 3rd, 2021 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out If you’re like most sales managers, you came to your position accidentally.  Tragically, there are very few universities that offer a diploma in sales management.  The entrepreneur that starts a business has a goal of success and wealth but, somewhere along - Read More
 
The New Normal Is Coming
May 26th, 2021 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out Based on recent business publication reports, approximately 60% of the American workforce has indicated that they want to continue to work from home after the pandemic.  This is going to force an immense change in the way we sell.  Access to decision-makers - Read More
 
You’re Using Your Great-Grandfather’s Sales Process
May 17th, 2021 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out The vast majority of American business-to-business salesforces are using a sales process that was first documented in 1893.  I have read the 1893 edition of the NCR sales training manual and, tragically, it describes the process that many (if not most) - Read More
 
What’s the Difference Between Pilots and Sales Professionals?
April 1st, 2021 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out I know that title might seem to be a little bit odd but, when it comes to recurrent training, pilots outperform salespeople hands down.  For whatever reason, the sales profession has the perception that getting trained once is enough for a salesperson to be - Read More
 
Root Cause Analysis
March 12th, 2021 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out Attempting to dramatically change/improve the productivity of your salesforce, without conducting a thorough root cause analysis, is an exercise in hoping that your efforts will produce positive results.  In my experience, too many sales improvement - Read More
 
Do the Math
September 24th, 2020 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out There are many numbers, or metrics, that need to be monitored in order to optimize the results of your selling efforts.  Most sales professionals spend much of their time trying to generate leads or, in other words, they’re trying to fill their sales funnel - Read More
 
How WAS Next Quarter?
May 22nd, 2019 | Gil Cargill | Sales Processes and Productivity
No, I am not using bad grammar. I worded the title of this article deliberately to emphasize that most sales managers can’t predict the future results of their team’s current efforts because very few managers have documented, defined, and metrically managed processes in place. Without metrics, it’s - Read More
 

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