The changing skill set of the modern sales person
To be successful in B2B sales, you need to do a lot of things right. Unfortunately, research shows that few organizations are executing with excellence. We spend too much time on deals that do not close; less than 50% of forecasted deals close at the estimated time for the projected amount; and only a select few sales organizations adopt a sales process that they actually execute in the field.
Back To Basics!
There are thousands of posts, hundreds of books that examine every nuance of sales enablement and performance management. Billions are spent in advanced or specialized sales training programs or sales enablement tools.
How to Reverse a Global Sales Effectiveness Crisis
Last week, a sales executive at a large manufacturing company told me that his phones have stopped ringing. “We have the best products in the world,” he said, “but we’re losing ground.”
7 sales trends to follow during 2016
Are you looking forward to what 2016 has to offer? Like most sales leaders, I’m sure you are eager to dive once again into managing your B2B sales team. Whether you plan to redesign your sales compensation plan, increase the headcount of your sales team or implement a new sales process, one thing is certain: next year will be an exciting journey.
6 ways to create an actionable sales process
If it is one thing research shows time and time again, it is that top performing sales organizations adopt a structured approach to the way they sell. A key component of this structure is the sales process, which should reinforce the right behaviors and guide each member of the sales team towards the right next action.
Learn from the Best, Move the Middle, Recycle the Rest
According to Sales Benchmark Index, across the industry as a whole, 83% of sales revenues are generated by only 13% of the sales population. And even if the asymmetry within your own sales organisation is less pronounced, it’s a reasonably safe assumption that there is some sort of significant imbalance between the best and the rest.
