Stop clogging your revenue artery

How your pipeline is managed and staged can be the difference between a decent year or career, or a consistently great one. To use a sport analogy, your pipeline is your core. No matter what sport you play, a well exercised and maintained core adds to athletic performance and turns one competitor into a champion, while a comparably talented athlete with a less conditioned core falls behind.

Succeeding with pipeline management in complex B2B sales

All sales organizations are looking for an edge to outperform the competition. Every year, $20 billion is spent on sales training in the US alone* – however, without proper reinforcement 87% of what was learned is forgotten within a month. Regardless of what you are looking to achieve, implementation and reinforcement will be key for long term success.

Systematic on-boarding programs predict success

As part of our work with clients, we sometimes help them improve their hiring effectiveness and efficiency by introducing an assessment into their hiring process. I have found that hiring managers occasionally get lulled to sleep believing that because the candidate was recommended by the assessment, and HR screened them that they will just step into the position and be a superstar. I wish it worked that way, but it doesn’t.

Is your sales process dead or alive?

Adjusting to buyer behavior is important. However, when taken too far sales people become reactive rather than proactive, responding to customer demands rather than leading the way. How can you break the trend? Implementing a sales process based on what your top performers do differently will go a long way.

5 elements preventing sales manager effectiveness

I recently spoke to two entrepreneurs from two separate companies, who had recently hired new sales managers. In both cases, the new managers had the right skills but still failed to have an impact on their sales force.

Recruiting a new sales manager can help address declining or inconsistent results. However, in order to succeed they must be able to provide consistent coaching and support, while holding each sales person accountable to what they need to do to succeed.

The inside sales evolution - managing complex deals in a remote sales world

The classic face-to-face meeting is becoming less and less common these days. You must, as an organization, be equipped to navigate b2b deals in an increasingly remote sales environment. Can your field sales excel when they're moved off the road? Can your inside sales people manage the transition from a transactional to complex sales logic?