It’s a fact: well-defined sales processes lead to more productive sales performance. In a study conducted by CSO Insights, this fact was validated—companies with defined sales processes won 53% of their forecasted deals vs. 43% with ad hoc processes. This essentially means that a defined sales process yields 23% more output from sales. The numbers…
Google observed and analyzed 10,000 manager interactions and found out what makes a good sales manager. Google is the gold standard when it comes to using data-driven insights to make decisions. Constantly on the lookout for ways to optimize their business based on data, Google executives wanted to find out if there was a way…
Our C.O.A.C.H. Sales Manager Coaching Methodology integrates actionable sales coaching into your day. Recent research has proven that the number one skill that separates average managers from highly effective ones is coaching. While the leadership and management world at large has known this for quite some time, sales management specifically has largely been left out…
Activate Your Sales Managers To Start Converting More Qualified Opportunities Into Revenue. Tweet this: Qualified opportunities are the lifeblood of your company’s existence. The dirty secret of most sales organizations is that many qualified opportunities are wasted by sales organizations that are relying on ad hoc management processes. Sales leaders in these organizations are living…
Recording sales calls doesn’t have to be a legal drama with this common sense approach. When recording sales calls, it is always a good idea to tell the person on the other line that the call is being recorded. This is not just for legal reasons, it’s also about building (or maintaining) trust and rapport.…
Develop your sales team by borrowing these two powerful tactics from retirement saving. Previously, we explored why sales team development is a critical variable in your future success—much like saving for retirement. We discussed the cognitive biases working against sales managers in developing their teams and how to think about that investment the same way…
How a Leading Fortune 500 Company Successfully Shifted their Demo Focus There is a legend in the sales world about four finalists in an RFP process that were invited to give a two-hour demo of their solution. Each company’s sales representative was given the same basic agenda —you have two hours, show us these 10…
Original Webinar Date: June 7, 2017 Watch Webinar Access Resources from Webinar While traditionally sales enablement organizations have focused on developing the Seller, few have an answer for how to best enable the Manager. Consider this from CSO Insights: Organizations that invest in manager effectiveness programs achieve 107% revenue attainment versus 88% for those that…
If long-term, sustained sales growth is part of your goal, you need to get serious about sales team development—before it’s too late. Do you often wonder why you should be saving for retirement? Probably not. But how often do you wonder if you should be investing in your sales team’s development? Here are two commonly…
Develop your sales manager effectiveness program to improve efficiency and increase revenue. You have a lot on your plate when you think about your enablement priorities for this year. Sales enablement teams are being tasked with a broad range of services and responsibilities, yet continue to have to negotiate for the resources they need to…