Categories: Sales Leadership
I often have the conversation on “balancing long- and short-term sales goals” with sales leaders. Finding the time to fix execution gaps that you know exist, while in the flurry to hit your number is a common challenge. So the question becomes, “How do you handle the pressure of the quarter while ensuring achievement of the long-term goals for your sales organization?”
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Categories: MEDDICC
Over the past few months new challenges may have forced the need for changes and shifts in your sales process. As you consider ways to help reps faster qualify opportunities, improve forecast accuracy, and increase win rates, make sure you’re looking beyond the process.
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Categories: Sales Conversation
Many of our Command of the Message® alumni use the phrase "The Mantra”. The Mantra is a saying that we use to ensure the sales team is aligned to the buyer around their current state, what they're trying to achieve with a solution (Positive Business Outcomes) and what's required to get there (Required Capabilities).
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Categories: Sales Planning | Sales Process
Opportunity reviews can make the difference between a sales team that delivers on an accurate forecast and one that doesn’t come close. I believe the key to a successful opportunity review depends on sales leadership doing two things right: (1) encouraging their reps to dig deep and (2) ensuring that the reps have the tools they need to execute on their action plans. Think about the traditional format that opportunity review conversations usually take. Ask your sales people about their perspective and you’ll get some surprising answers. I often hear sales people talk about the average deal review like this, “My average deal review is a 30-second conversation in the middle of a forecast review when my manager asks me if the deal is still on track.”
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Categories: Sales Coaching Tools | Sales Transformation
Seller Deficit Disorder is a well understood concept by any Force Management client. It's the age-old fact that there are two sales behaviors that drive clients absolutely crazy. Often, buyers assume these two things about salespeople: You don't understand my business You don't listen These are undisputable truths that are critical for sales leaders to understand. Coaching and developing your sales talent to address these assumed traits could make or break your team’s individual and collective success.
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Categories: Sales Transformation
I always knew I wanted to be a Sales Manager, (after my tuba career didn’t work out). Seriously though, I've had some terrific sales managers in my career. No strike that, they were sales leaders who left a lasting impression. The difference between the two is critical to a sales person’s development and success. Managers spend their time focusing on the tasks. Leaders execute the vision. People become sales managers thinking they’re going to change the world, but all too often what they end up doing is reacting to constantly changing direction from above.
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