The Sales Generator

The Command CenterTM

The latest insights to help your sales teams improve productivity, generate more revenue and increase competitive win rates.

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Categories: Sales Conversation  |  Sales Planning  |  Sales Transformation

Does Your Sales Organization Have What it Takes to Be Elite?

 An elite sales organization is one that drives higher win rates, larger deal sizes, higher margins, and predictable revenue.  Can you confidently say you and your team excel in all of these areas?  Whether you're launching a new product, moving to a subscription model or trying to meet accelerating growth rates, it is difficult to scale if you don't have the foundation in place.

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Categories: Sales Leadership  |  Sales Transformation  |  sales challenges

Key Ways to Gain Executive Buy-in and More Budget for Your Sales Initiative

You know your sales organization needs some help. You're seeing the negative consequences of too many bad habits. Things like too much discounting, an inability to accurately forecast revenue and reps pushing for too many product demos that don't demonstrate value and differentiation to the buyer.

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Digging Deep Creating the Right Questions Flow for Effective Discovery

Enable your sales team to uncover business pain.

Use our Discovery Guide to teach them to ask the right questions at the right time and subscribe to our blog.

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Categories: Sales Leadership  |  Sales Productivity  |  sales pro

Your Sales Motion: Taking it from Excellent to Elite

Are we wired naturally to be elite?  Regardless of your title, role, occupation, the opportunity to be elite is sitting right in front of us. Salespeople, leaders and organizations strive to drive higher win rates, larger deals and better margins. Investors, shareholders and executives aspire to build high-performing sales teams, capable of maximizing market opportunities. They are not looking for okay, average or even good. They are looking for awesome, exceptional and elite.

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Categories: Company Alignment  |  Sales Conversation  |  Sales Leadership  |  Sales Productivity

Enabling a Global Sales Organization: Q&A with a Sales Leader

 Joe Marcin is the SVP of Global Sales at ClickSoftware. Click is a leader in field service management solutions, arming service leaders with real-time recommendations and operational intelligence. Joe is an experienced sales leader who has a breadth of experience selling complex software solutions globally. Force Management has worked with ClickSoftware to improve its sales productivity. In advance of his webinar with Tim Caito, Force's content team asked Joe to share his perspective on sales effectiveness. 

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Categories: Sales Productivity  |  Sales Transformation  |  sales challenges

Your Next Sales Career Opportunity: A Conversation on Mistakes to Avoid

Chad Peets is a Managing Director of Sutter Hill Ventures. He is responsible for GTM hiring globally and has placed more than 2500 software sales executives. Chad shared his recent conversation with John McMahon with The Command Center blog.  McMahon is a Force Management customer, a sales veteran and an adviser to some of the world's most successful software companies.  This post is part two of the conversation. Read part one here.  In the last conversation with John, we discussed components to consider when picking your next sales career opportunity. We reviewed the "3 Why’s" and five critical factors that should help you analyze if the company is going to be the right one for your next move. In this post, we discuss the mistakes people make when deciding on their next move. John provides some good food for thought as you consider your next opportunity. 

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Categories: Sales Conversation

Enable Your Salespeople to Help Buyers Stand in the Moment of Pain

As many of you know, my mother, Eileen Kaplan was a therapist who worked with the military. One of the greatest lessons that she taught me was making me stand in my moment of pain. This used to bug the stuffing out of me when I was younger because she always had a way of getting me to face reality. Today, as I travel around the world working with some of the coolest companies on the planet, this lesson is as relevant as ever.

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