The Axioms of Selling Blog

Bob Nicols

Bob Nicols
Bob Nicols has 34 years of experience in sales, sales management, executive management and sales force development. He founded Burton Training Group, now AXIOM Sales Force Development, in 1990 after being a top and highly recognized performer in sales, sales management and executive positions within the technology sector. He has managed and mentored thousands of sales people, sales managers and senior managers and been responsible for hundreds of millions of dollars in sales. For more than 21 years he has developed and delivered sales programs that have become the standard for many Fortune 100 companies including AT&T, BellSouth, Disney Enterprises, Alltel, Verizon and ESPN. AXIOM programs have been implemented in over 30 countries including Japan, the UK, Germany, Dubai, Brazil, Taiwan, Singapore, Australia, China, Mexico, Canada, South Korea, Slovakia, Sweden, and The Netherlands. Bob's highly energetic and insightful lectures and workshops have resulted in invitations to be a featured presenter at dozens of national and international sales meetings and conferences. He is a trusted advisor to the presidents and senior managers of multiple organizations, both large and small and has been a board member of a national technology company. Bob is the developer of AXIOM's “Selling Sciences ProgramTM” and co-author of the “Selling Sciences” CD series.
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Recent Posts

08 Sep by Bob Nicols

Nice guys don't necessarily get the sale.

If only I had a dollar for every time I've heard a sales manager say, “His prospects and customers love him, but he just can't close,” or a salesperson say, “I'm feeling really good about winning this sale. The customer LOVES me.”

But being nice doesn't pay your mortgage.

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16 Aug by Bob Nicols

So you work through what appears to be a qualified sales opportunity.

You are confident that you can can meet the buyer's criteria in terms of product and support. You are even certain your price is within the decision maker's pre-defined budget.

You arrange for a final meeting to get the paperwork signed and review the implementation plans. As you begin to arrange the pertinent documents for review, the decision maker leans over and says, "Not so fast. We have a little bit of a problem. You're going to have to adjust your pricing for this deal to get done. Your price needs to come down another 5%."

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11 Aug by Bob Nicols

The evidence continues to mount that effective sales coaching is the single best tool to improve sales performance.

In fact, a survey of more than 2,600 reps and managers from 40 global Fortune 500 companies conducted by SEC Solutions, a leading NASDAQ sales research best practice firm, found that sales teams receiving high quality coaching are far more likely to improve their performance by up to 20%.

So, what does it take to be an organization that is known for high quality sales coaching and outstanding sales results? Well, It takes three things.

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28 Jul by Bob Nicols

While doing some online reading, I came across a pretty remarkable statistic. A research firm found that of companies surveyed, sales training initiatives failed 90% of the time.

90%? Really? That's almost complete failure. I've seen other reports that don't paint this dismal a picture, but most research on sales training points to a failure to produce sustainable, long-term results.

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19 Jul by Bob Nicols

Should sales managers be compensated based on the performance of their team? According to over 1700 respondents to CSO Insight's Sales Management Optimization Key Trends Survey, the majority believes so. I also support the majority's position.

Unfortunately, I don't necessarily support what parts of the sales team's performance the majority of organizations compensate managers. Of those people and companies surveyed, 62.6% of sales managers were measured and compensated on their team's attainment of quota, 51.8% were compensated for the individual quota attainment for each rep, and 28.5% on their reps maintaining margins.

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