Sales organizations often choose to focus on the activities that their sales team members are completing (or failing to complete). In reality, however, sales team performance is driven by a seller’s ability to move deals down the sales funnel. While many of those progressions are task-based, your sales team members also need the key behaviors…
How can you measure sales team success? Any manager knows that the process is much more nuanced than a simple focus on the dollar amount or customers brought in. A true data-driven sales management approach is much more complex. That complexity, of course, can seem complicated. You don’t want to overwhelm your sales agents in…
The discovery call is perhaps the most important call of the sales process. It sets the tone for your business’s relationship with prospective clients. It is through these calls that your sellers have the opportunity to make a lasting impression. Once discovery calls are made, there is little opportunity to make corrections. It is imperative…
Evolve beyond activity management to improve the sales behaviors that drive performance In today’s technology-driven sales environment, sales leaders rely on data-driven indicators to monitor and track the success of their team and attempt to forecast the end-of-quarter outcome. Your sales managers likely have the ability to track key metrics and know at a glance…
Most businesses choose to invest a substantial amount in training their sales representatives. Where they miss the mark; however, is in sales manager training. Sales managers are among the most important members of your team. They have incredible influence over your sales representatives and the ability to control how things look on the sales floor.…
Does your sales training budget ignore frontline sales managers? Today’s sales market is more competitive than ever before. With product and competitor information available at their fingertips, prospective customers no longer base their purchasing decisions solely on information provided by sales representatives. The most successful sales teams are skilled at interpreting client needs, provide detailed…
Improve your sales manager coaching skills in six actionable steps As a sales manager, you aren’t just responsible for direct interactions with customers. Studies have shown that your coaching skills have a direct impact on the overall performance of your team, transforming their sales successes. Becoming an effective sales coach can help your entire team…
“There are two reasons you can fire a CEO. Firstly, you can fire a CEO because they’ve done something really naughty and they’ve been caught. The only other reason you fire a CEO is they didn’t meet the forecast.” – Neil Rackham, SPIN Selling And so CRM software was born in the early 90s—the first…
Being a frontline sales manager is tough. Like any sales job, it comes down to the numbers you can produce. But the production is mostly out of your hands, you’re reliant on your sales team to get the job done. You can only control so much of what happens. If your reps are underperforming—or even…
Improve the results of your sales readiness initiative with these critical reinforcement elements Let’s begin with a quick talk about what sales readiness means. Sales readiness requires more than just training. It means that you have assessed and certified that your sales team has developed mastery of the new messaging, product or solution, geography, or…