Is it Time to Systematize Your Sales Process?
Sales is the department that drives all the others. Without revenue, there is nothing to ship, install or invoice. So why is it that this important department often is the last one to be systematized?
How to build a qualifying process that works for your sales team
Nearly every sales organization I talk to says they know who their best fit prospects are, yet almost none of them have a clearly defined process for ensuring only qualified prospects make it into the sales pipeline. This, despite the fact that unqualified prospects waste massive amounts of time for salespeople and their managers alike, and simultaneously diminish the reliability of sales forecasts.
New Sales Process? Simplify Your 90-Day Plan
Implementing a new sales process or any type of change in your sales organization can be wrought with problems without a clear plan to drive accountability and timely completion of key deliverables.
Five qualification problems that drain your sales productivity
What if I told you that your salespeople don’t need more prospects—that, in fact, they’d be better off with fewer? A prospect who is engaged by your salesperson, but who never closes, on average uses up 60% more time than the prospect who closes. In other words, your sales team’s productivity can be sucked dry by a too-large field of prospects.
5 Things Every Sales Manager Should Do Every Day
Many of my clients are looking for ways to boost performance with individual sellers. But what if that’s the wrong approach to take ?
