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The Command CenterTM
The latest insights to help your sales teams improve productivity, generate more revenue and increase competitive win rates.
Categories: Sales coaching | Talent Management
As many of you know, I am a huge college football fan. I love the National Championship game (and playoffs) regardless of who is playing because there is so much “life” going on during the games. This week’s game between LSU and Clemson was no disappointment. Many of my friends turned the game off in the third quarter when LSU went up by ten. It is amazing that in the second quarter, LSU was down by ten points and looking like they were going to have a very tough night. I watched every play because I have so much interest and respect for what it takes to play on that national stage.
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Categories: Sales Execution | Technology
If you're making sizable shifts next year to enable your sales team to sell a platform solution, you need to ensure they're able to make that jump. These ideas look good on paper, but when it comes to actually getting your salespeople to convince the customer to buy, you likely need to invest in some enablement.
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Categories: Company Alignment | Sales Kickoff | Sales Productivity
Many of you are prepping for your sales kickoff. We often put so much into the planning of the SKO, that sometimes we fail to give the same amount of attention to the actual presentation we will give at the event. The sales kickoff is often the one chance sales leaders have to get the momentum going at the beginning of the fiscal year. Past quarters are over and done with and the SKO is a time to start fresh, right the course and chart the path towards increased sales productivity and revenue.
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Categories: Front-line Managers | Sales Leadership | Sales Productivity
How important are front-line sales leaders to the execution of your sales initiatives? Absolutely critical. Of course, it sounds like common sense when you say it, but many companies still don’t understand how to support their front-line managers in a way that truly supports success.
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Categories: Front-line Managers | Sales Leadership | Sales Transformation
Lots of companies seem to forget that when you put the word "manager" behind a sales title, you’re asking folks to become a developer of people. Many times, companies don’t actually put the right processes and tools in place to help front-line sales managers drive success for their teams.
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Categories: Sales Planning
“A goal without a plan is just a wish.” - Antoine de Saint-Exupéry It’s that time of year again when elite sellers are putting together their plan for 2020. Early in my career, I remember having an incredible year of performance. I was the top rep in my region and preparing to go to Hawaii for President’s Club. It was, by far, my biggest income year to date. Sounds like a great story, right? It was actually one of my darkest hours in selling. Let me set the stage for you.
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