Categories: Sales Planning | Sales Process
Each player on the executive team has a different perspective. The CFO is the ears of an organization. They combine everything they hear from leadership to create a balanced plan. They want to yield healthy growth. They go for accuracy.
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Categories: Front-line Managers | Sales Planning | Sales Process
The greatest leaders are the ones who never let their team rest on their success, or wallow in defeat. At the end of the quarter, avoid screaming at the scoreboard. The final score only gives you the end result. It doesn’t tell you the whole story. It’s your responsibility as a sales leader to help your team uncover and address execution challenges.
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Categories: Sales Leadership | Sales Process
The team at Force Management loves sales. We love salespeople. We know good salespeople when we see them. We are thankful for the ones who get it. In the spirit of Thanksgiving, we are sharing a little gratitude on The Command Center blog. Here are five things we are thankful for in any sales organization:
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Categories: Sales Process | Sales Qualification
If you want to get your sales teams working smarter, you need a well-defined sales process and qualification approach. Why do so many organizations struggle with consistently qualifying and progressing the right opportunities?
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Categories: Sales Messaging | Sales Process
Remote selling, buying, prospecting and training is here to stay. Even as lockdowns and restrictions loosen, B2B buyers continue to embrace, but also seem to prefer, remote interactions over face-to face meetings. That’s according to new research just published by McKinsey. At Force, we’ve found similar trends. Elite sales leaders are analyzing how well they’re supporting their salespeople in the remote environment, and making strategic changes to drive continued success or improve numbers.
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Categories: Sales Kickoff | Sales Leadership | Sales Process
With any strategic change initiative, there’s always the question of whether or not it will stick. Anyone who’s been involved in a sales transformation knows, going from point A to point B, the desired future state, is no simple feat. The key to ensuring your change initiative’s success is to understand what it takes from the sales reps, managers and yourself as the leader to drive lasting outcomes. Then, commit to making it happen.
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