How to define sales benchmarks to achieve more consistent performance
In today’s coaches corner, we’re discussing how to achieve better consistency in win rates, cycle times, and deal sizes across your sales team.
Elite Salespeople are 200% Better in These 5 Sales Competencies
Professional athletes have one trait in common - they are all very athletic and their skills are among the top several hundred in the world in their particular sport. For example, in Major League Baseball, there are 30 teams with 25 players each, making those ball players the top 750 in the world.
CEO: What you need to know about why your sales department is screwing up
I hate to be doom and gloom, but many sales departments are failing to perform. Year after year after year the data coming out of organizations like CSO Insights shows decreasing sales effectiveness on nearly every measure in nearly every industry.
Want to Get Good at Change Management? Think Like Sir Isaac Newton
We’ve all been here before. Whether we’re the CEO moving the company in a new direction, a CRO introducing new products or sales methodologies, an IT Director launching a new SaaS solution, a PM shepherding a project through the corporate gauntlet, or even simply an analyst trying to get others to recognize and act upon what we’ve discovered, we’re all trying to create change in our organizations.
How to scale your small team to operate like a big one
In today’s coaches corner, we’re discussing how to move your sales team upstream from making small sales to small business, to engaging and closing enterprise business, without adding necessarily new members to the team.
What Did The Customer Learn As A Result Of Our Meeting?
Usually, after a sales call, we ask ourselves, “Did I accomplish my objectives?” (That is if you assess yourself after the sales call.) It’s a critical question, we need to be purposeful and focused in each of our meetings with the customer.
