Categories: Sales Conversation
The ability for salespeople to articulate value in a way that speaks to multiple audiences has never been more critical. The latest Sales Performance Optimization report from CSO Insights shows that on average, more than four people have “direct input” on the final buying decision, the highest in the past three years. There is no longer one decision maker. There’s a network of people making the purchase decision. That’s why articulating value throughout the buyer chain is a key component to your sales organization’s success.
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Categories: Sales Transformation
Industry trends show more sales leaders are counting on trusted third-party advisors to help them prioritize and implement sales initiatives that drive high-impact results. Research conducted by the Aberdeen Group found that tapping third-party partners is a growing trend among successful companies. More than 42 percent of respondents in 2012 used customized coaching from third-party providers, compared to just 33 percent two years earlier.
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Categories: Sales Planning
Predictability is a key element of effective sales planning, but trying to achieve it can be a tedious task for many sales organizations. How much work are you as a sales leader having to put forth to make sure you have that line-of-sight predictability when it comes to your revenue numbers?
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Categories: Sales Planning | Sales Process
Many sales leaders are working with sales planning tools that are cumbersome and ineffective. They’re spending valuable time spinning their wheels while they try to get their reps to accurately forecast revenue. This is their reality. It may be yours too. For many sales leaders, their typical territory is a complicated map of managers, departments, processes and plans. Inside every territory, there are Account Managers, SEs, and Services all actively working together to manage the business. When it comes to successful sales planning, a repeatable rhythm separates highly effective managers from the low performers.
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Categories: Adoption and Reinforcement
Taking on any change management initiative can be logistically overwhelming. Who needs to be involved? When can we line up schedules? What will we do to ensure success? Whether it’s improving sales messaging, talent management or sales execution strategies, you can start mapping your plan for success with some simple action plans.
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Categories: Talent Management
For a top-performing sales organization to thrive, managers need a viable coaching strategy. Developing a process around attracting and retaining top sales talent is a critical component to lowering turnover rates and improving your sales team’s bench strength. CSO Insights’ research repeatedly shows sales organizations struggle with developing processes that help them recruit and onboard top sales talent. Even more importantly, few organizations have a process that helps ensure they’re retaining their best hires. Even the best performers won’t succeed if you haven’t defined their success.
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