sales process
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.
Why does leadership accept a 41.9% failure rate in sales?
In CSO Insight’s study “Sales Performance Optimization - 2015 Key Trends Analysis,” there are alarming data showing that sales effectiveness, despite picking up after the financial crisis of 2008, has actually fallen since 2012.
Is “quote, chase and pray” your sales playbook?
I just met with sales leadership at two respectable companies with yearly revenues in the billions and was completely blown away with the lack of structure, follow-up and ambition when it comes to b2b sales effectiveness.
Gartner: "Boost your sales win rates by 50% via win-loss analysis"
Most sales organisations claim to conduct some form of win-loss analysis. But according to a recent Gartner investigation, no more than a third conduct them with the proper degree of rigour.
How to shorten the sales cycle?
I recently wrote about the five most important KPIs when tracking a sales pipeline. One question that keeps coming up in discussions with sales managers is how to shorten the sales cycle.
Coaching the sales process - deal reviews
I have an obsession with strong Selling Processes. It’s an important, but misunderstood aspect of sales effectiveness. One of the things I’ve discovered as a result of my diatribes, is many sales managers really don’t know how to reinforce the sales process in their coaching and development of their sales teams. I’ve gotten a lot of questions on this topic from sales managers, and I suspect there are a lot more that are embarrassed to ask about this.
