Categories: Sales Planning
“A goal without a plan is just a wish.” - Antoine de Saint-Exupéry It’s that time of year again when elite sellers are putting together their plan for the new year. Early in my career, I remember having an incredible year of performance. I was the top rep in my region and preparing to go to Hawaii for President’s Club. It was, by far, my biggest income year to date. Sounds like a great story, right? It was actually one of my darkest hours in selling. Let me set the stage for you.
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Categories: Sales Planning
If you are struggling to meet your 2018 numbers, you can probably attribute your challenges to the sales pipeline. Sales planning is one of our favorite topics to cover at the end of the year. There are those of you who are feeling the effects of lackluster sales planning. The bad news you're running out of time for this year. The good news is there are clear steps you can take to correct it moving forward.
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Categories: Sales Coaching Tools | Sales Planning
In the sales training industry the question, "Who does this line of work?" may be answered with, "a good many". There are dozens, if not hundreds, of sales training organizations out there who help clients become more successful. These training groups are used by companies in the hopes of improving sales performance, building a stronger team, and ultimately increasing revenue. It's as simple as that. But, how does an organization know which partner to choose? Below are critical points that any sales organization should prioritize when seeking to hire a partner to train their sales organization:
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Categories: Sales Planning
Like it or not, the end of a year is a good time to start thinking about your plan for the next year. Have you drained the pond this year? How are you stacked up for success next year? What's your plan to make the plan?
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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 Messaging | Sales Planning | Sales Qualification
Part 3 of 3 In the first blog post of this series, The Subscription Economy: What It Is and How It’s Changing The Way People Buy, we asked Zuora’s VP of Worldwide Sales Strategy and Execution, Dave Frechette, to introduce the concept of The Subscription Economy - the move from traditional pay-per-product/service models to subscription-based Software as a Service (SaaS) models. In the second post, How the Subscription Economy is Driving a New Kind of Business Model, we pulled notes from our conversation with Dave to highlight four essential areas of business operations that are changing in response to the Subscription Economy. In this third and final post of the series, we’ll discuss one of the most important changes brought about by the shift toward subscription-based businesses – How subscription-based sales models are driving changes to the sales process.
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