Categories: Adoption and Reinforcement
Reinforcement and measurement are key components to any sales transformation initiative. If you begin a sales initiative without setting organizational priorities and accountability, you’ll struggle to create lasting impact.
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Categories: Sales Process
When it comes to research on strategy, execution and business growth strategies, Dr. Charles Bamford has worked with some of the biggest companies in the world. He’s published five books and dozens of journal articles on business strategy. He says two of the biggest mistakes businesses make are having inconsistent processes and not understanding their true differentiation. “Strategic decisions are the decisions that move mountains, rather than those that just move small parts of an organization,” says Bamford. “Throughout my career, I’ve seen that if strategy is well-done, well-articulated and implemented, it’s phenomenally powerful.” At Force Management, we’ve seen those results with our customers as well. When executed successfully, aligning your growth strategy with your sales strategy can be transforming for an organization.
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Categories: Adoption and Reinforcement | Sales Process
Is your sales process equipped to support your sales team in scaling revenue growth? Are there red flag and gaps that may require a new approach to drive repeatable wins and high-value margins? If you want to grow your sales organization, you need a sales process that provides the tools to manage, reinforce and coach on every pipeline opportunity. Whether you want to increase your average sales price, improve the reliability of your forecast or increase your cross-sell opportunities – your sales process needs to align with your buyer and be consumable for your sales team.
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Categories: Adoption and Reinforcement | Sales Transformation
There are many catalysts that bring on the need for sales transformation. Fluctuating economic conditions, changes in client expectations, technology developments, and product realignment are just a few of the many situations that are likely to land the need for change right at your doorstep. Yet despite these needs, a surprising number of initiatives for change will fail. In Leading Change, author John Kotter revealed research showing only 30 percent of change initiatives undertaken by an organization succeed. A McKinsey survey of 3,199 executives confirmed those findings.
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Categories: Talent Management
If you want a high-performing sales team, you need a process to help you attract, hire and retain top sales talent. Many sales managers wait for a vacancy to occur; then, react, hustling and bustling to find a body to fill the job. Don’t get caught unprepared.
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Categories: Sales Process | Sales Transformation
Alignment between sales and delivery services increases the value you provide for your customer. Best-in-class companies develop processes that grow revenue by improving the linkage of these two departments. Today’s blog post provides a high-tech services perspective from Bob Armour with serVelocity, a management consulting and solutions implementation firm that is focused on helping high-tech services organizations define their services vision, grow revenues and improve bottom-line performance.
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