Categories: Sales Transformation
There are several factors that will help predict the success of a sales initiative rollout. Best-in-class sales organizations take a systematic and multi-faceted approach to reinforcement and adoption. One of the most important components is to ensure the transformation initiative is relevant to the people who are leading and participating in the effort.
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Categories: Sales Coaching Tools
When it comes to running a sales organization, no one can afford to waste time. High-performing leaders focus where they can provide the most value to their sales reps, before, during, and after sales activities. The best sales leaders see through the clutter to identify those high-impact opportunities.Here are three ways you can add more value for your sales reps.
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Categories: Sales Transformation
Measurement is a critical component to the success of any sales iniative. Benchmarking throughout the process provides the critical line-of-sight needed to ensure your investments are providing the needed return.
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Categories: Sales Messaging
Digital continues to be a pervasive influence in B2B buyer engagement. Recent research by SiriusDecisions demonstrates the importance of B2B organizations having a solid understanding not only of how their prospects interact digitally with their organization, but how that behavior influences sales conversations. The research makes the point that (1) digital can be a powerful resource for B2B buyers and (2) salespeople still play an integral role in moving opportunities forward.
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Categories: Adoption and Reinforcement | Sales Transformation
We’re getting some great feedback from you about how you’re using our podcasts them with your teams. (Have an idea for a topic? Email me). We hear that they're great tools to reinforce key concepts you may have learned in training and drive best practices on your team. Here are five ways you can use them right now with your teams:
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Categories: Front-line Managers | Sales Coaching Tools
Your sales team’s ability to drive revenue is directly correlated to your sales leaders’ ability to lead. Recent research published in Harvard Business Review by Steve W. Martin, found that 69% of salespeople who exceeded annual quota thought their sales manager was above average. The survey of 400 sales leaders and more than 1,000 sales leader interviews, showed that one of the most critical traits a sales leader can have is "Command Instinct." (Side note: We love the name.) Martin writes, “Great sales leaders establish firm command over their team by exercising the power their title and position entail. For example, they hold their team to a higher level of accountability.”
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