sales management
FOCUS – The competitive advantage for sales organizations
Sales managers work hard to transfer the success skills that made them a top producer. They deliver training and coaching on key account management, running consultative sales meetings and overcoming objections. All of the above require another selling skill that is becoming obsolete in our multi-tasking society: focus.
Selling Value During the Sales Cycle
According to a Forrester study, only 15% of sales people are capable of articulating their offering in terms of solving a business problem. It is clear that the skill to understand and communicate value is in need of huge improvement.
Hiring sales people with the right sales DNA
Sales DNA describes a salesperson’s underlying strengths and weaknesses. Using athletic traits as an analogy, they are comparable to good hand-eye coordination, quickness off the line, acceleration, and balance.
Sales trend - will sales people become extinct?
The world is changing for sales people. When information is available in abundance, buyers no longer need sales people to purchase commodity products. Harsh estimates say that the number of sales people will drop with as much as 75% over the upcoming 5 years.
5 ways to shorten your b2b sales cycle
Shortening the sales cycle has become a priority for companies working with b2b sales in recent years. And rightly so, the more time that passes by, the more difficult it can become to close opportunities.
How mature is your sales team?
Imagine a sales person who was just hired for a B2B sales position. What type of sales organization will she be joining? Will she be treated to a full introduction program and learning the ropes from top performers? Will her sales manager assign realistic goals and dedicate time to coach her? Will she receive a steady flow of marketing qualified leads where there is already promising customer engagement?
