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.
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Categories: Sales Messaging
Messaging affects every aspect of the sales process, from the first communication to negotiation to the close. Problems with sales messaging can lead to bigger problems: negotiating on price rather than value, low productivity, and missed quotas, to name a few. If your organization is experiencing any of the messaging problems below, it’s time to address them. The longer you wait, the more impact to the bottom line and your revenue growth goals.
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Categories: Adoption and Reinforcement | Sales Transformation
A new sales initiative is typically coupled with a new methodology that needs adopting. Top management is the driving force behind the adoption and reinforcement of any sales initiative. Sales leadership has a key role in making it a priority. Without executives to champion your initiatives, sales reps will have no incentive to execute new methodologies and your results will probably fall flat.
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Categories: Opportunity Reviews | Sales Coaching Tools
Providing constructive and consistent feedback is an important part of coaching your sales reps to success. Being an effective sales coach and understanding how to give productive feedback and drive success on your teams takes practice.
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Categories: Adoption and Reinforcement | Sales Transformation
When you invest time, money and resources into a sales initiative, you need it to be successful. Often times, if it’s not a success, your job may be on the line.
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Categories: Sales Process
If your organization is struggling with long sales cycles and an unreliable sales forecast, it’s likely you need to tweak your sales execution. When organizations need to improve their sales process, they’re often experiencing problems like:
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