If your company is fast-growing and you find yourself leading a sales organization that has jumped from startup phase to mid-market, you may be experiencing the challenges fast growth can bring, including:
I have been very fortunate to be a part of some great teams in my life. My freshman year in college I played football for the Defending National Champions of I-AA (now D-I), Boise State University. I transferred my sophomore year to Bowling Green State University in Ohio and played for one of the greatest teams in BGSU history. During the 1985 season we were ranked 20th in the nation ahead of some of the powerhouse schools like Texas and Georgia!
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Stop for a minute and think about the departments and the sheer number of people that communicate with your prospects and customers throughout the sales engagement process. If you are selling a complex solution, these buyers may interface with dozens of your people and perhaps hundreds of messages throughout the process. It is up to your organization to ensure that those buyers receive consistency in that message.
There are a lot of sales training organizations out there. Their blogs, tweets, LinkedIn posts may appear the same, but often there are some key differences between them. That's the purpose behind us writing this blog post. We want to give those of you who haven't experienced a Force Management training some key reasons why it's different. Below are ten reasons why our sales training is different from others in the marketplace:
In the enterprise sales organization, you likely don't have the problem of brand recognition. You have products, proven solutions and big logos that make it easier for you to get your foot in the door with prospects.
I spend a lot of time on the road meeting with sales leaders and because of what I do, we’re often talking about improving sales productivity. Inevitably, the topic of qualification comes up in conversation. So many organizations struggle with defining this process and then getting people to follow it once it’s implemented.