Categories: Company Alignment | Sales Transformation | Scaling Sales
In our recent webinar with Force Management Managing Director and Facilitator Brian Walsh, an audience member posed a question that we hear often in our work with B2B sales organizations:
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Categories: Competitors | Sales Productivity | Sales Transformation
Determining the budget line item for a sales initiative can be difficult until you start talking to vendors. There are a multitude of sales consultants out there with prices that vary just as much. Once you determine the key knowledge gaps you're trying to fill in your organization or the challenges you're trying to overcome, then it's time to connect with the right solution for your budget and pain points.
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Categories: Sales Training Initiative | Sales Transformation
In more than 20 years of helping companies transform their sales and go-to-market organizations, we've worked with hundreds of different sales leaders. Most have been through more than their fair share of sales trainings, and they know the methodologies and best practices that win. You don't become the leader of a sales team without being great at what you do. So, it's natural to ask: Can we just do it ourselves? Can we take on our sales challenges internally? As a sales leader, you probably have years of sales experience and a talented leadership team capable of launching and executing a project. Would a sales transformation partner be worth the investment?
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Categories: Adoption and Reinforcement | Sales Transformation
With any strategic change initiative, there’s always the question of whether or not it will stick. If you’re tasked with ensuring your sales organization can execute against aggressive growth goals, you’ll want to ensure that the investment you're making in a new approach pays off. Whether you are wrapping up a sales kickoff or delivering a new training initiative to your team, the ROI of the new strategy depends on your post-implementation plan. Building sales capabilities and driving ongoing reinforcement is not easy. Even veteran leaders aren’t immune to the risks that come with investing coveted time and resources in a sales transformation initiative. However, experience does provide insight on what not to do and how to lead from the front in a way that drives ongoing results.
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Categories: Sales Coaching Tools | Sales Planning | Sales Transformation | Talent Management
Leading your organization to sustained revenue growth begins by honing your greatest asset: your talent. Every organization has its top performers, and usually others within the ranks hold the potential to become elite. When organizations invest in the learning, coaching, and development needed to level-up each team and player, they give themselves a competitive advantage at every touch-point in the customer journey. A great talent development strategy begins when you identify and codify the behaviors that drive your core business objectives. These behaviors apply to more than just sales reps; BDRs, SEs, and even Marketing and Customer Success roles are more successful when they leverage a common mindset. Raise up your entire customer-facing organization with a plan for identifying and developing the characteristics within individuals and teams that help elevate your organization to greater heights.
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Categories: Sales Leadership | Sales Planning | Sales Transformation
A new quarter is upon us, and it’s time to strategize on how you can make this one even better than the last. Often, sales leaders know where their sales team falls short – but it can be a challenge to identify the root of these problems and determine what action will have the greatest impact in solving them.
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