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.

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.

The Wild West or 2016: 5 Ways to Figure Out if Your Sales Team is Behind The Curve

As I engage with sales organizations around the globe, I’m sometimes surprised how respectable companies lack a modern sales infrastructure and accept old (bad) habits, causing yearly losses in the millions.

3 Pieces to Building a Healthy Sales Culture

Building a strong sales culture is one of the first steps to building a strong sales team.

What do your salespeople talk about when they aren’t actively selling? If they aren’t walking around talking about what to sell next, how to grow the business, or how to improve their closing rate, you don’t have a sales culture.

A closer look at your win/loss analytics

When the end of the year is just a few days away,what would you discover if you did a quantitative analysis of the data for every single deal that your sales people worked on during the year? What actions would you take to produce a different outcome as we turn the corner and begin anew?

What If You Couldn't Discount?

I always worry starting a post with, “When I first started selling…..” I fear that I sound like one of those grizzled veterans living in the past. 

But when I first started selling, the company did something somewhat unique.