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Brent Bonine

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The Key to Being an Exceptional Salesperson

Posted by Brent Bonine on May 10, 2016 10:00:00 AM

I’ve spent the past couple of decades in the field of sales. I’ve been around long enough to have learned a few things and I’ve come to understand that experience can be both a blessing and a curse. The blessing comes from the experiential knowledge that is gained from each sales engagement. The curse comes from getting comfortable and not recognizing when the game has changed.  

Sales, like every profession, is radically different today than it was just a few years ago. Unfortunately, many companies have been slow to recognize the change and have failed to help their salespeople adjust to the new way - leaving companies and salespeople frustrated by disappointing results.

To understand what has changed, let’s look at how sales has evolved over the past 20+ years. 

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Topics: Revenue Culture, Revenue Management

Q4: It's Time to Tune-Up Your Revenue Engine

Posted by Brent Bonine on Oct 29, 2015 4:29:45 PM

My first car was a 1967 VW Squareback – a classic.  I bought it used and it was more than 10 years old when I purchased it. It was a simple car with a basic engine that ran great (as long as I kept oil in it). Outside of the routine maintenance, I only fixed my car when it broke. If I was lucky, my car would warn me when something was about to happen. It might start performing sluggishly, idle rough or make strange noises to give me a warning that my engine needed work. Then, I’d take it to my mechanic. He would diagnose the problem and let me know what needed to be fixed; hopefully before any major repairs were needed.

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Topics: Revenue Culture

Is it really time to dismantle the Sales Machine?

Posted by Brent Bonine on Jul 21, 2015 1:19:44 PM

 


I recently received an article sent to me from a sales rep that I am coaching.  The article was published in Harvard Business Review (HBR) which claimed that it’s time to “Dismantle the Sales Machine.” https://hbr.org/2013/11/dismantling-the-sales-machine  The premise of this article is that for the past two decades, Sales Leaders have become too fixated on sales process disciplines – creating opportunity scorecards, qualification criteria, and activity metrics all designed to replicate the performance of top producers.

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Topics: Revenue Culture

Why Raising Sales Quotas may not Result in Increased Sales

Posted by Brent Bonine on May 5, 2015 8:50:00 AM

 

Let’s assume that it’s the end of your business year. As the Sales Leader of your company, you are assessing how your team performed against goal and looking at building your plan for the coming year. Your CEO has told you that he is planning for a 10% growth in revenue and expects your sales team goals to reflect this objective. If you’re like most Sales Leaders, you begin by raising your sales team quotas to match the increased goal. This is the wrong approach!

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Topics: Revenue Culture

Is your Business Operating System focused on Revenue?

Posted by Brent Bonine on Mar 10, 2015 1:27:00 PM

 

For those of you that are over the age of 40 (maybe 50), you may remember that early PC’s ran on the DOS operating system with its unique combination of letters, slash marks, colons and semi-colons that were the key to making your computer work.  This operating system was the layer that connected software to hardware and told your machine what to do.  Computers, and the software that run on them, are useless if they are not tied together with a common operating system.

Your business has an operating system too.  It’s a combination of processes, resources and culture that determine how you bring your product or service to market.  It is the engine that drives your company forward and consumes most of your energy and focus.

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Topics: Revenue Culture, Revenue Management

Why building a better mousetrap doesn't work anymore

Posted by Brent Bonine on Jan 27, 2015 1:00:00 PM

 

Since the industrial revolution, American business has been driven by the axiom “If you build a better mousetrap, they will come.” This thinking has led CEO’s to focus on building “er” organizations. An “er” organization is a company that is constantly focused on; making their product/service better , delivering their product/service cheaper building their company bigger, responding to customers faster, and so on. The result is that companies develop a culture focused on delivery. Think Henry Ford and his Model A production line.

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Topics: Revenue Culture