Sales Enablement: are you adding or removing obstacles for your team?
B2B reps are asked to wear many hats - they need to research, pitch, present, project manage, create urgency, negotiate, close, and deliver on promises made. It is the type of occupation that requires a wide range of skills and responsibilities. However, to get the most out of your sales force, one must actively work to remove obstacles rather than keep adding more and more responsibilities to an already full plate.
Sales Effectiveness: 3 signs you are not speaking to decision makers
At the very beginning of the sales process, it is very important to understand who the decision makers are in the purchasing process. Sales people should never start the discussion with a buyer in the purchasing department.
Who are your true top sales performers?
Chances are you don’t even need to look this up. You know. Sales people are measured, KPI’s are in place. Accumulated sales and quota attainment usually tells the story. If we want to get fancier, we can look at win rate, average deal size and sales cycle. If we want to get granular, we can look at different efficiency and effectiveness indicators.
5 sales KPI Pitfalls! (avoid at all costs for better sales leadership)
Sales KPIs can make, or break, your sales results. Here are five common mistakes when developing sales KPIs.
Better sales forecasting - a very short primer
Ask any B2B manager about the joys of sales forecasting. Most likely, they won’t respond “I thought you’d never ask!” and excitedly explain how much they look forward to it every quarter.
3 Ways to Fix your Lead Qualification Process
The first step to fixing your lead qualification process is figuring out whether your lead qualification process even needs work. We can do it in the spirit of comedian Jeff Foxworthy – just not as funny. You might have a qualification problem if you have customers that make you think, “Someday I am going to get rid of this guy.” You might have a qualification problem if you have clients who are disappointed in the work that you do, even though you go out of your way to take care of them.
