September: The Sales Executive Snapshot - ICYMI
Every week we are publishing content that aims to help you generate more revenue per rep and accelerate growth in your sales organization. In case you missed our latest post – here’s a quick roundup of what we’ve published.
What you may have missed. . .
Critical Elements Sales Leaders Need to Align to Drive Growth
Aligning your entire sales organization behind a consistent sales motion is not an easy task. You need perseverance and focus around these critical elements.
Gauging the Strength of an Opportunity
It’s important as a sales leader to ensure your teams are spending time on the right type of opportunities and not wasting time on deals that won’t happened. In this post, we provided six questions to help your team members gauge the strength of an opportunity.
Cross-sell and Up-sell Opportunities
To effectively cross-sell and up-sell, your reps need to master the fundamental sales skills. Cross-selling and up-selling should be part of their regular operating rhythm. Here are three skills to enable that will directly impact your teams ability to cross-sell and up-sell.
There are some great sales-focused reads in Harvard Business Review. Here are some of our favorites.
A great piece In Harvard Business Review by Steve W. Martin highlighting his research of 230 salespeople that indicates what buyer's wish their salespeople would do. Martin suggest reps understand how to be a communication chameleon.
Here are a couple other interesting reads we found in HBR's Digital Content:
- A Radical Prescription for Sales - Daniel Pink
- Study: More Frequent Sales Quotas Help Volume But Hurt Profits- Doug Chung and Das Narayandas
Building an Elite Sales Organziation
We are passionate about this topic and have just published this white paper. This webinar featuring Tim Caito, also talks about building an elite sales organization, while trying to accelerate growth.
Action Item for This Month. . .
How well is your team aligned around the essential questions? Test them! Start a short survey and ask your reps and managers:
- What problems do you solve?
- How do you specifcally solve those problems?
- How do you do it differently than the competition?
- What's your proof?
See what answers you get back. Are they consistent? If not, you have some reinforcing and aligning to do.