Categories: Economic Change | Sales Negotiation
Today's sales environment is highly competitive. Rising economic headwinds mean that many buyers are adopting more complex purchasing processes, and sales organizations are looking for any way to preserve vital margins. As a sales leader, you don't want your sellers resorting to discounting to close deals in this environment.
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Categories: Company Alignment | Sales Kickoff | Sales Productivity
As we start the new year, many of us are also launched into SKO season. We've been planning for months to create an event that brings the team together, boosts morale and aligns everyone on our organization's priorities for the upcoming year. Often the resulting strategy focuses on training up new or underperforming members of the sales team and communicating expectations to improve productivity in the new year. The sales kickoff is a prime opportunity to build momentum, right the course and chart the path towards increased sales productivity and revenue. In order to achieve desired levels of growth and productivity, leaders must ensure that their presentation addresses the needs of every member of their sales team.
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Categories: Sales Transformation
With recent speculation around the economic landscape, many organizations are preparing their teams for a difficult sales season ahead. Whether you're already seeing your sales team struggle with unexpected deal delays or economic uncertainty has begun to amplify underlying sales execution issues, one thing is certain: you’ve still got numbers to hit. In these moments, it’s tempting to go back to basics and manage expectations. What separates good sales leaders from great ones is their commitment to their people, no matter the season. Do more with who you have and what you have. Identify how you can help your salespeople build the critical skills they need to be relevant to customer needs, drive pipeline and close deals.
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Categories: Sales Planning
A salesperson’s time is valuable. Ensure your sales team is spending their time building a pipeline of high-value accounts. Support your sales managers and reps in developing a result-driven plan that focuses them on pursuing these high-value opportunities. Put a process in place that helps your salespeople repeatedly and consistently drive effective sales plans. Provide your managers the tools and resources to support their salespeople in finding revenue gaps in their territory, uncovering value in existing accounts and creating targeted lists based on what’s uncovered. Align your team around a consistent sales planning mindset. Here's how:
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Categories: Sales Coaching Tools
Efficiency and alignment are critical elements of sales productivity. An effective sales process provides a vehicle to enforce discipline, repeatability, predictability and validation of progress throughout a sale. Most importantly, it allows for inspection and planning – in advance. Part of the beauty of a revenue-driving sales process is its simplicity. Ensure your sales process provides the rigor and support that sales teams need to accurately predict their numbers. Here are five must-haves for every great sales process.
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Categories: Front-line Managers
There’s not a sales leader out there who isn’t trying to accelerate growth. Even if you are working at a company that is driving record numbers, you're likely focused on ensuring you can scale that growth and avoid stalls. How do successful leaders ensure that they are able to maintain their company's growth rate over time?
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