The Axioms of Selling Blog

Bob Sanders

Bob Sanders
Bob Sanders has more than 25 years experience in sales, sales management, and marketing. Bob has served as President and CEO of AXIOM Sales Force Development from 2006 to 2018. His passion about sales behavior and coaching helps develop people into their best selves. Since Bob joined AXIOM as a partner in the fall of 1993, he's helped dozens of companies around the world generate hundreds of millions in additional revenue. Bob holds a degree in Marketing from Miami University. He has been a keynote speaker at numerous corporate events and industry conferences. He is a founding underwriter and frequent contributor to the Sales Management Association. He co-authored AXIOM's “Selling Sciences Program™” workbook and audio program, and is a contributor on "A Journey to Sales Transformation". When Bob is not advocating on behalf of buyers and sellers worldwide, he is an avid cyclist, father, and husband.
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Recent Posts

13 Jun by Bob Sanders

We recently spoke to a senior sales operations leader who shared this confession, “Last year we paid more than $2B in sales commissions and we have no idea what we really got for it.”

Sounds insane, right? Surely they got $5B to $20B in revenue for that investment…or did they?

Herein lies the critical sales problem: Did we win because we outsold the competition or did we win despite the fact that they’re outselling us?

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08 Jun by Bob Sanders

Check out Part 1 of this post here. In this post, we discuss why sales people don't input data into your CRM and the problems this causes.

In the final analysis, the reason people don’t enter data into the CRM is because the personal cost-benefit analysis is askew. Many companies have tried and failed to remedy this by administering negative consequences for non-compliance, which results in minimum compliance and bad data.

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06 Jun by Bob Sanders

Recently I've had a spate of discussions about information and a general lack thereof in the typical CRM.

To be clear, neither I nor the people I have been speaking with are suggesting that CRM solutions inherently lack information.

What everyone seems to agree on is that most CRMs have only a fraction of the prospect/customer information they could or should. Further, the consensus appears to be that this is because most sales people can’t or won’t populate information about their opportunities and accounts.

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02 May by Bob Sanders

Willy Loman is arguably one of the most pitiful characters in the history of theatre.

In Arthur Miller's play, Willy has big dreams that never materialize and ultimately ends life a broken and bitter man, apparently unable to sell his products or ideas.

While this may not be the fate that awaits the typical sales professional, there is a shift afoot that requires many of us to fundamentally change our selling process if we are to achieve lasting success.

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27 Apr by Bob Sanders

I knew it was broken as soon as I hit the ground. My shoulder had shifted nearly two inches on impact and now, sitting by the side of the road, I could feel my collarbone poking up from just beneath my skin and the pain was considerable.

Just a few years earlier I had begun riding as a knee problem was keeping me from my normal release of running. By now I had become a full on cycling enthusiast; or, according to my wife, addict.

As a cyclist you learn very quickly that you fall into one of two groups - those who have crashed and those who will. I had just graduated from the latter to the former and for the next eight weeks I would be in a sling as the metal plate held the two disjointed pieces of what had been a single clavicle into place.

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