Categories: Sales Messaging | Sales Planning | Sales Process | Sales Transformation | Talent Management
High-performing sales organizations don’t get there by chance. It is a predictable and calculated path to growth. The best sales teams have the necessary foundation in place so reps and managers are able to (1) spend time on high-value revenue activities and 2) (effectively execute with buyers. There is a sales motion in every organization that drives rep productivity and ultimately revenue growth.
Share
Categories: Sales Leadership | Sales Messaging | Talent Management
There is a sales motion in every organization that drives sales productivity and ultimately, accelerated revenue growth. When you see companies that are outpacing their competition, it’s because they’ve defined a consistent sales motion and have aligned their functional areas behind it.
Share
Get the latest tips and advice delivered right to your inbox.
Categories: Talent Management
When your business hits a significant growth hurdle the hardest challenge can be pinpointing the problem. Have you misaligned your priorities? Were your sales predictions off from the get-go? Is it your sales team that’s falling short of expectations?
Share
Categories: Talent Management
If you’re like most sales managers, you’re constantly taking shortcuts with the time you spend on managing your sales talent. In many sales organizations, activities associated with managing people often get put on the back burner either because we are uncomfortable handling them or because we’re too busy reacting to seemingly more pressing problems.
Share
Categories: Talent Management
Often times, your best sales hires come from a group known as the 'not in play players'. A 'not in play player' is an individual who is currently employed at another organization, and may not be actively looking for a job. They may be the perfect addition to your team. If you can find them and engage them, then you could persuade them to join you. There are specific steps that you can follow to find and attract a "not in play player.' While these steps won’t ensure that you’ll always land the best candidate in the market, they will ensure that you’re improving your chances for success.
Share
Categories: Sales Coaching Tools | Talent Management
As a sales manager, one of the most important roles you play is that of a sales coach.You’re responsible for the ongoing development and success of your team. You coach your sales reps to success not just by reinforcing their quarterly numbers, but rather by helping to coach them in executing the processes to achieve the numbers. Even if you have had your own successful sales career, you may still find it difficult to coach others and mentor effectively. Here are five ways to become a better sales coach: 1. Know Your Team
Share
