Categories: Adoption and Reinforcement | Sales Transformation
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Categories: Adoption and Reinforcement | Sales Transformation
What is the biggest difference between a single sales training event and a successful sales transformation? Adoption. Adoption of any sales transformation initiative is best achieved through regular reinforcement. If your team is planning to launch a new sales initiative, it is important to consider how you plan to reinforce your methodologies in the short-term to make sure they’re sustained in the long-term. Our customers who’ve experienced the most successful sales transformations instill a top-down approach to adoption of the methodologies. Technology can be an additional tool that effectively ensures your team remains focused on executing the initiative. Below are three ways to incorporate technology into your plan for adoption success:
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Categories: Sales Transformation
If your sales organization is struggling to make its number, it’s time to stop the fire drills at the end of the quarter. Remember, creating true change within your sales team takes more than a set of spreadsheets and a simple day of training. If your goal is to truly transform your organization, a quick solution won’t produce the kind of long-term impact you need.
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Categories: Sales Transformation
Hitting your quarterly sales goals can be an arduous task. If you don’t have the right mindset, process and tools, the consequences can be downright spooky. Here are five things that scare most sales leaders and if you are experiencing the same problems, what you can do about it. 1. Your sales team has a lack of understanding when it comes to your value and differentiation.
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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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Categories: Sales Transformation
B2B Buyers are increasingly using resources other than a salesperson to get their information about your products. Consider these stats: 67% of the Buyers’ Journey is now done digitally (Source: SiriusDecisions) 87% of B2B Buyers say online content has a major to moderate effect on their purchasing decisions (Source: CMO Council) 84% of CEOs/VPs use social media to make purchasing decisions (Source: IDC)
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