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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: Front-line Managers | Sales Transformation
There's no time to waste in a sales organization. When you break a quarter down, there are a little more than 60 business days that can equate to selling days. Top leaders focus on (1) where they can deliver the most value to their sales teams during that short window of time and (2) how they can ensure everyone spends as much time possible on high-value selling activities. It's not enough to tell your managers what to do, you need to enable them with how to do it. One of the fastest ways you can provide impact as a sales executive is to provide processes, content and tools to help your managers succeed. Here are some key steps to take:
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Categories: Sales Productivity
Determining the budget line item for a sales initiative can be difficult until you start talking to vendors. There are a multitude of sales consultants out there with prices that vary just as much. Once you determine the key knowledge gaps you're trying to fill in your organization or the challenges you're trying to overcome, then it's time to connect with the right solution for your budget and your pain points.
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Categories: Sales Transformation | Talent Management
Visualization is an important sports psychology technique that the best athletes use. It has a demonstrable effect on individuals and teams, too: if you can see victory in your mind’s eye, and if you can imagine it in fine detail, you have a better chance of making it a reality. For sales leaders, visualization is just as important. You may have goals for your team, such as increased sales volume, year-over-year revenue growth or improved rep performance, but what would that success look like in practice? How would a high-flying team operate? How would they be different from the team you have now?
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Categories: Company Alignment
The most successful executives never underestimate the power of gaining consistency in the sales organization. Whether its in qualification, opportunity reviews, or customer conversations, the power of everyone executing in the same manner, with the same understanding can be a game changer for your organization.
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Categories: Sales Productivity | Talent Management
As a sales leader, you cannot underestimate the importance of owning your sales talent process. That means taking individual ownership of developing a cadence on how you attract, hire, on-board and retain top sales talent. We find that too many sales leaders across industries, across organizations, fundamentally underestimate the power of putting rigor behind your sales talent organization.
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Consistent qualification is a struggle for many sales organizations. Sales teams too focused on the current forecast, inconsistency on the definition of qualified, a lack of appropriate coaching all can contribute to deals in the forecast that will never close.
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