Categories: Sales Conversation
Measuring your effectiveness as a sales organization is a critical component to becoming best-in-class. One of the most important ways to benchmark the success of an entire sales organization is to gauge your sales team’s preparation for high-level business conversations with prospects. In fact, recent research by Steve W. Martin published in Harvard Business Review’s blog demonstrates the importance of sales preparedness. Martin found that more than 80 percent of those surveyed thought their outside sales teams were well-equipped to exceed quota, compared to 57% of their inside sales team and just 40% of their channel sales.
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Categories: Talent Management
If you’re like most sales managers, you’re constantly taking shortcuts with the time you spend on sales talent management. 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. Unfortunately, taking shortcuts in these key processes can bring negative consequences to your sales organization, including negative impacts to your bottom line.
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Categories: Sales Transformation
A true sales transformation partner will leverage your best practices, determine opportunities that will create the greatest impact and help you drive adoption and alignment throughout your organization.
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Categories: Sales Coaching Tools | Sales Planning
A predictable sales planning process gives sales managers the ability to control the critical few high-performance sales activities that make a difference to sellers and the entire sales team. A great sales plan should provide sales leaders with clear and real-time visibility into the performance of their sales organization.
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Categories: Sales Conversation | Sales Transformation
Alignment is a critical component to an entire organization executing a successful sales message. If you want to drive consistency, repeatability and predictable results, you need everyone rowing the oars in the same direction.
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Categories: Talent Management
A top-performing sales team relies on its people. Once you have the right people on board, success becomes a lot easier. Attracting and recruiting top sales talent is a key, yet often overlooked component to sales effectiveness. As a sales leader, you need to actively recruit for your team. Don’t delegate it to human resources. It’s too important to the success of your team to not have your ownership.
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