Categories: Sales Kickoff | Sales Leadership | Sales Process
The sales kickoff is a galvanizing moment for a sales organization, rallying the team around their purpose, strategy and goals for the year. As a sales leader, you've likely been a part of many of these kickoff events, and you may be familiar with the quick fizzle that sometimes happens once everyone gets back to their daily responsibilities. Driving behavior change with a SKO is no small feat, but consider the stakes - increasing competition, aggressive sales objectives, and highly guarded budgets - can you afford to invest in an event that doesn't move the needle on your business objectives for the year? Ensure your sales kickoff event makes it out of the conference room (or Zoom meeting) and into the day-to-day activities to drive meaningful impact on revenue. The key to ensuring SKO success beyond the event is to understand what it takes from the sales reps, managers and yourself as the leader to drive lasting outcomes. Then, commit to making it happen.
Share
Categories: Front-line Managers | Sales Planning | Sales Process
Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations. Without this line of sight, sales organizations often miss quota goals, forecast revenue inaccurately, and close the majority of deals late in the quarter – or year.
Share
Get the latest tips and advice delivered right to your inbox.
Categories: Sales Messaging | Sales Process
In today's economic climate, cross-selling and upselling have become more challenging due to the budget constraints of customers. While gaining new customers is always a positive outcome for any organization, the ability of your sales representatives to sell additional products or services to existing customers is often the key to meeting your revenue targets consistently. Unfortunately, many sales leaders may instruct their teams to pull resources from existing accounts in an effort to meet quarterly goals, without equipping them with the necessary tools and strategies to succeed in upselling. This can lead to disorganized sales behavior and increased discounts, creating unnecessary stress for managers and sales representatives alike as they try to close deals that are not yet fully developed.
Share
Categories: Sales Process
The buying committee is changing. The average buying committee is now between 8 and 10 decision-makers. This means the sales process is more complex than ever, and ongoing budget concerns add another layer of challenges for your sales team. When you're putting time and resources into sales cycles that last an entire quarter or much longer, the last thing you want is for an unexpected requirement, budget allocation or a last-minute stakeholder interjection to throw a wrench in your plan and stall or kill your deal.
Share
Categories: Economic Change | Podcasts | Sales Messaging | Sales Process
Few tools in your sales team’s arsenal can move the needle like effective proof points. They verify that you do what you say you can do. The more proof points are aligned with your buyer’s industry, problem, or positive business outcome (PBO), the more effective they’ll be. Sales organizations with a process for developing and maximizing the effectiveness of their proof points can leverage these important tools in ways that create and preserve value in the sales process.
Share
Categories: Sales Leadership | Sales Process
The team at Force Management loves sales. We love salespeople. We know good salespeople when we see them. We are thankful for the ones who get it. In the spirit of Thanksgiving, we are sharing a little gratitude on The Command Center blog. Here are five things we are thankful for in any sales organization, especially in a year of challenge and growth:
Share
Content, Curriculum and Community to Accelerate Sales
Visit Ascender
