Categories: Sales Productivity
Well it happened again! I woke up the day after a big sporting event and read the news a little perplexed. The headline read, “Super Bowl draws lowest TV audience in more than a decade”. Another read, “Boring game plus New Orleans rebellion leads to ratings drop”.
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Categories: Sales Negotiation | Sales Productivity
It's the age-old question. How can you get your sales teams selling more, faster? We have spent countless hours helping some of the most successful sales organizations do just that. So, today on the blog, we're sharing a short list of ten small changes you can make with your sales team that will help boost sales.
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Categories: Sales Productivity | Talent Management
As a sales leader, you cannot underestimate the importance of owning your sales talent process. That means taking individual ownership of developing a cadence on how you attract, hire, on-board and retain top sales talent. We find that too many sales leaders across industries, across organizations, fundamentally underestimate the power of putting rigor behind your sales talent organization.
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Categories: Sales Conversation | Sales Productivity | Sales Transformation
When I'm in the middle of a conversation with someone in my profession, I can always tell within the first 2-3 questions or comments the level of knowledge or experience the person has around the value of a world-class channel organization. Comments like expanded markets, improved company profitability, etc..., versus giving margin away, direct sales conflict, are the key differences. Channel organizations can be a critical component to expanding and increasing market coverage and penetration for complex B2B sales organizations. However, when it comes to enabling the channel with tools and processes, it’s an often overlooked area of opportunity. A key success metric that I learned from a seasoned channel professional is: Productivity x Capacity = Growth If you have 1,000 partner sale reps who are not productive, you will not grow. But, if you improve your channel sales productivity by 10-15 percent that could be significant. That is why you invest in a methodology that allows you to reach a global audience, improve their productivity and grow their mindshare which ultimately, will earn them more money.
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