Categories: Front-line Managers | Sales Transformation
The success of a sales organization is a team effort. True success with any sales transformation is directly tied to how well your front-line managers are equipped to manage, reinforce and validate any new methodology.
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Categories: Sales Transformation
The only way to drive lasting change in your sales organization is to reinforce best practices. Our Senior Partner, Dan Dawson has been on the front-lines of some of Force Management’s most successful sales transformations.
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Categories: Sales Transformation
A high-performance sales team is the cornerstone to driving sustainable revenue growth. One of the most important responsibilities of any sales executive is providing your organization with the ability to consistently engage prospects and customers in high-value business conversations. Sales teams who are audible-ready to articulate value and differentiation sell larger deals more quickly. That point earned a lot of validation last week at the 2015 Battery Ventures Sales Summit. When Managing Director, John Kaplan, presented “Building a High Performance Sales Team,” we received a lot of great response on Twitter. So much so, we decided to share five key takeaways with the Command Center.
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Categories: Sales Planning
New research published in Harvard Business Review adds further significance to the role managers play in the success of your sales reps and your overall sales organization.
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Categories: Company Alignment
Understanding the value you provide your customers is a critical component to a company meeting its revenue numbers quarter after quarter. In B2B organizations, it’s not just the sales and marketing departments who need to understand this value. It’s every person along the customer engagement spectrum. Remember, once you create value in your sales process, you need to capture the value in delivery. Communicating your value and differentiation effectively, requires a shift in mindset, an understanding that you aren’t providing product features, widgets and SKUs. You’re providing value that helps your customers achieve critical positive business outcomes that have bottom-line impact.
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Categories: Sales Coaching Tools | Sales Transformation
If you're wrapping up a quarter, assessing the success of a recent initiative or working to prioritize sales execution challenges, one thing is certain — you've got numbers to hit. In these situations, sales leaders are either focused on maintaining and scaling growth or quickly fixing what’s not working, so they can turn things around. If you're in a similar situation, here are five ways you can enable your sales organization to drive and scale success.
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