Categories: Sales Conversation
Successful sales transformation is impossible to achieve without a process to manage, reinforce and inspect the new initiative. Employee ownership is critical. But as a leader, you must ensure transformation is integrated throughout the organization. True transformation likely means changes in behavior, changes in process and changes in job roles. It also means employees should understand how the overall transformation is relevant to their own professional goals.
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Categories: Sales Conversation
Creating the right motivation for your sales team can be the driving force you need to improve sales performance and attain your revenue goals. However, new research suggests that managers are falling short when it comes to engaging and motivating their teams. The Gallup Organization discovered that only 30% of the American workforce is actively engaged in their positions.
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Categories: Sales Planning
Sales leaders are the driving force behind any successful sales strategy. When it comes to sales planning, best-in-class managers have an operating rhythm that defines the actions, tools and success metrics for: Quota Attainment Pipeline Health Rate of Cross-Sells and Up-Sells Territory and Account Coverage Forecasting Accuracy
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Categories: Talent Management
Creating a process behind your sales talent management strategy can lower turnover, decrease time-to-productivity and improve sales team bench strength. Unfortunately, talent management is likely on the bottom of the list for most sales managers, as they deal with revenue goals, forecasts and endless administrative burdens.
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Categories: Sales Coaching Tools | Sales Conversation
Providing constructive and consistent feedback is an important part to coaching your sales reps to success. Sitting in on sales calls can help you, as a sales leader, reinforce new methodologies and coach your reps to continually:
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Categories: Sales Conversation
Even the most seasoned sales veterans can use a refresher on fundamentals every now and then. Today, The Command Center is getting back to basics. No matter what you’re selling, there are three critical sales skills every seller needs. Understanding them and then leveraging them consistently with customers separates the best from the rest.
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