sales management
Why Your Sales Training Isn't Working
So sales are sluggish, the sales reps have been struggling to retire quota for the past three quarters, and if things don’t turn around there’s going to be a workforce reduction to try and slow the bleeding.
Sales Strategy Change - 7 Steps to Increase Your Chances of a Successful Outcome
We’re living in times of extreme change and global competition. In order to grow the business through new and existing customers, leaders need to create new sales strategies to cut through the noise. However, once your sales strategy is designed, how do you ensure proper execution?
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.
