The sales game is more competitive than it's ever been. Sales teams in every industry and of every size are scrambling for a competitive edge over their competition.
This competition has made improving the effectiveness of sales organizations the number one priority of sales executives and...
Read More
Ask a sales leader what a key reason for their success is, and they’re bound to say one factor is a sales process that every member of the team focuses on. As critical as a sales process can be in building sales for your team, it can quietly work against you as well.
Below are 5 questions every...
Read More
The best in sales have tried and true techniques to closing difficult deals and guiding teams to crushing quarters. The introduction of mobile apps has changed the game in sales for reps, managers, and ops alike. Today’s highest-performing teams are agile and have access to the best tools on the...
Read More
Ask most sales leaders how important coaching is to their sales forces, and they’ll respond with a resounding "Sales coaching is critical!" Ask most sales managers how important coaching is to the performance of their sellers, and they too will throw a vote for "Critical!"...
Read More
There’s a Jackson Browne song called These Days which he wrote at the tender age of sixteen. One of the lines in the song goes, “Don’t confront me with my failures; I have not forgotten them.” A sixteen-year-old wise beyond his years.
For those of you who are not old enough to remember...
Read More
In a busy shopping mall, a researcher posing as a panhandler approaches passersby, asking them for bus fare. Most say no. A few say yes. But when the researcher adds a short phrase after his request, a remarkable thing happens: Twice as many people give him money.
If you think your sales job is...
Read More
Distractions come at us at warp-speed in this multi-screen, technology-driven world, and it’s easy to let those distractions eat up valuable business hours. But success in sales means actually selling, so anything that doesn’t contribute to business development is a waste of time.
Most...
Read More
Sales forecasting is an activity that consumes an enormous amount of management’s time, yet few organizations are happy with the accuracy of their collective forecasting efforts. So how is it that sales forces can expend so much effort on forecasting and still produce revenue predictions that...
Read More
“Our management team is highly effective in helping our sales team advance sales opportunities.” In MHI Global’s 2013 Sales Best Practices study only about a third of the respondents agreed with that statement.
And we hear the same thing from salespeople anecdotally: “Our sales managers aren’t...
Read More
