sales management
Break the Rules – Change the Game!
Here is what we know: More than 50% of frontline sales professionals missed target last year. That is worse than 2013, which was worse than 2012. Are you spotting a trend here?
Sales CRM or Sales Enablement Software?
Everyone needs a CRM, right? But what is it? And for whom was it really designed? Storing information about customers in a central database was a break-through decades ago, but is it enough today? Will storing contact information and tracking activities actually help you sell more in today’s sales landscape?
How to: Increase Customer Retention
Did you know that it can cost more to acquire NEW customers than it costs to hold onto the ones you’ve got? Yes, customer retention is key for every business
Sales Performance Management: Finding Your Sales Rhythm
The fact that 41.9% of sales people fail to reach their targets brings out the importance of finding your team’s winning rhythm. Ever wonder how rowing teams always keep their strokes in sync? The secret is that their seats slide along a rail and they’re all connected. The coach establishes the optimal rhythm and the winning team is the one that best follows it.
What Are You? Sales Coach, Rescuer or Critic?
Do this now: Go to one of your people and ask them for one thing they need help with, and then spend 3 minutes coaching them on that thing.
When you’re done, ask them how you did. Ask them about your coaching style. Ask them how useful those 3 minutes were and how they will use the information you shared to fix the thing they needed help with. Do you like the feedback you’re getting?
3 sales fundamentals to master
In the world of more complex b2b sales, where an investment in your product or service will actually require changes in the organization – I would argue that the fundamentals for success are still the same, despite the Internet and new technologies.
