Categories: Sales Coaching Tools | Sales Transformation
Seller Deficit Disorder is a well understood concept by any Force Management client. It's the age-old fact that there are two sales behaviors that drive clients absolutely crazy. Often, buyers assume these two things about salespeople: You don't understand my business You don't listen These are undisputable truths that are critical for sales leaders to understand. Coaching and developing your sales talent to address these assumed traits could make or break your team’s individual and collective success.
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Categories: Adoption and Reinforcement | Sales Conversation | Sales Transformation
Many of the sales leaders we work with say that closing the gap between revenue goals and actual sales numbers is an ever present challenge. It intensifies at the end of every quarter and resets at the beginning of each year.
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Categories: Sales Transformation
The sales profession is a dynamic landscape. From economic ups-and-downs to shifts in consumer trends, it’s necessary to keep a finger on the pulse of best practices in order to create scalable and repeatable success in your sales organization. In its recent study on sales training and development, Aberdeen surveyed 260 organizations to determine the most effective sales training techniques. Aberdeen benchmarked Best-in-Class companies against average and laggard performing organizations. Companies were best-in-class if they: had more than 80% of their teams achieving quota had a 14% average increase in revenue had a 9.5% year-over-year increase in average deal size Here are the five critical points for sales leaders to take from Aberdeen's sales training research:
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Categories: Sales Conversation | Sales Transformation
If you’re a veteran seller, you likely appreciate a good sales conversation. So what makes a sales conversation stand out? One that’s focused on customer needs and the unique value your solution provides. A well-defined sales messaging strategy drives these types of conversations and ultimately results in overall sales productivity and bottom-line revenue impact. We've seen it time and again. Without a framework to implement your sales messaging strategy, you run the risk of lagging sales, quarter after quarter.
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Categories: Sales Transformation
As a sales leader, one of your biggest contributions to transforming your sales force is reinforcement. If you want to change behaviors in your sales team, you need more than a two-day training. Your salespeople need to approach their coveted opportunities in a way that demonstrates your solution’s value and its differentiation. You need a shift in mindset, one that influences the design, development, delivery and reinforcement of your new sales methodology and your sales transformation process.
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Categories: Sales Transformation
In an effort to quickly grow his or her company’s bottom line, a sales executive often makes the mistake of asking that more salespeople be added to the sales force. The reasoning is completely sensible. Add more salespeople, get more sales. The problem with this approach, however, is that more salespeople won’t necessarily drive more revenue.
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