Categories: Sales Planning | Sales Process
For successful sales planning and execution, sales managers need the necessary tools to develop Territory, Account and Opportunity plans that build pipeline and create accurate revenue forecasts. Putting a cadence behind sales planning and execution helps to guide the management and measurement of your critical-few, high-value sales activities. Establishing a Management Operating Rhythm® defines the actions, tools and success measures to consistently address:
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Categories: Sales Coaching Tools | Sales Transformation | Talent Management
As we begin a new year, ask yourself, can you determine the traits that helped make the strongest salespeople successful in your company last year? Can you define what makes a salesperson successful at your company at any given time? Do you know how to create a better sales force? Here’s a tip to help you in 2013:
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Categories: Adoption and Reinforcement | Sales Conversation | Sales Process | Sales Transformation
Top management is the driving force when it comes to adopting strategy, new initiatives and overall effective sales transformation. In a study published in Harvard Business Review, researchers looked at more than 60,000 confidential responses to an employee satisfaction survey where employees answered questions related to change in their organizations. When new strategy was adopted successfully, there was nothing more effective than reinforcement from top management. In fact, researchers said that top management has a “profound impact on how well employees grasp and support strategy.”
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Categories: Talent Management
Mark Thurmond, Senior Vice President of Sales for RSA, knows what goes into creating a great sales team. After reworking his own sales organization, the group saw a 30% increase in deals ranging from $250,000-$500,000. In that same quarter, it closed more million-dollar-plus deals than it ever had. “Sales talent management is a huge issue for any leader. You’re only as good as your people, and you want to make sure you have all the right people on the bus when you are transforming your sales organization,” said Thurmond.
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Categories: Sales Conversation | Sales and Marketing
Mixed Messages = Mixed Results We talk a lot about alignment in the sales industry. Bringing sales and marketing into alignment is a key step to improving sales messaging and making a sales organization successful. If sales and marketing aren’t on the same page, you’re hurting your return on investment (ROI) and competitive advantage. Here’s why: Shrinking Revenue and Margins If sales and marketing can’t deliver a consistent value-oriented message, you’ve got a chain reaction of problems. Marketing can’t deliver sales-ready content, and their campaigns won’t generate qualified leads. Without sales ready content, the sales team can’t articulate value to customers. Then, you’ll be dealing with longer sales cycles, discounts that eat up margins and deals lost to the competition.
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Categories: Buyer Alignment | Sales Process
Ever felt like this guy while trying to implement an effective sales process for your organization? We've all been there, dealing with lengthy sales cycles, sales reps taking shortcuts, and frequent losses due to "no decision."
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