Categories: Competitors | Sales Messaging | Sales Transformation
Leading a sales organization that hits its number repeatedly is a difficult and complex task. You are probably living these intricacies right now – complex solutions, gaps in your sales team, multiple buyers, product/sales/services not on the same page – Sound familiar? We’ve seen it time and time again. Truth is, the challenges you’re dealing with are common and sometimes, taking the first steps to solving them isn't all that complex.
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Categories: Company Alignment | Sales Leadership
Who doesn’t want to lead an elite sales organization? Leading an elite sales organization starts with building the content, processes and tools that drive the quadrants of sales effectiveness – message, sale, plan and talent. Beyond those areas are key tenets that top sales leaders follow. Their adherence to these fundamentals result in higher performance, increased productivity, revenue and market share.
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Categories: Sales Coaching Tools | Sales Leadership
Mike Kunkle is a training and organization effectiveness leader with more than 20 years’ experience conducting projects with one purpose – improving sales results. Follow him at @Mike_Kunkle or connect with him on LinkedIn.
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Categories: Adoption and Reinforcement | Front-line Managers | Sales Transformation
There’s one thing elite sales organizations know. There are no shortcuts to success. If you don’t build the foundation for growth, you’ll struggle with the key tenets of a high-performing sales organization, which include: The ability to enable reps to be relevant and compelling at the customer-level Established cross-functional alignment that ensures everyone knows who does what and when Developed management cadence to accurately predict revenue and consistently achieve your number Build a process and tools so your managers can own their talent – hiring, retaining and coaching top salespeople to success.
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Categories: Sales Negotiation | Sales Process
When a sales negotiation results in a less than desirable outcome for your company, there’s often one thing that’s missing. It’s likely there was a lack of realization that negotiation starts very early in the sales process.
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Categories: Adoption and Reinforcement | Front-line Managers
When it comes to running a sales organization, no one can afford to waste time. High-performing leaders focus on where they can deliver the most value to their sales reps before, during, and after sales activities. One of the fastest ways you can provide impact as a sales executive is to provide processes, content and tools to help your managers succeed.
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