How to design a sales process for complex sales

Despite compelling evidence that companies with a sales process sell more, many don’t have a documented one that is consistently executed by everyone. If you don’t have a sales process, this blog post will get you started.

Can checklists increase your sales by 20%?

I just read a fascinating book called “The Checklist” by surgeon Atul Gawande. The advice in the book is 100% applicable for sales leaders who are looking for ways to improve processes that positively impact performance.

Sales metrics - 5 KPIs you must track

To improve your sales team’s efforts, you need to keep an eye on your key performance indicators (KPIs). At a first glance, measuring sales appears very simple – just look at the results, right? While it’s true that the achieved business result is easy to measure, the difficulty lies in knowing how we got there and how to improve moving forward.

How much could we sell for if we organized sales efforts better? Are we leaving money on the table? Which levers can we pull?

Sales process and sales methodology – what’s the difference?

Sales process and methodology sometimes get mixed up, which can become very confusing and costly. In order to maximize the effectiveness of a sales team, there can’t be any confusion between the two.