Categories: Sales Transformation
Bringing in the right sales consulting firm can be a game changer for your sales organization. Things like shorter sales cycles, predictable revenue and improved sales productivity can take an organization from being a company that struggles every quarter to one that facilitates a path to repeatable revenue growth.
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Categories: Sales Transformation
The decision to partner with a sales training company or a sales effectiveness consulting firm can have major implications for a company, including the impact of the leadership. Get it right, and the rewards can be enormous, resulting in the kind of sales success that not only changes companies, but changes careers. We're often asked how to ensure success with a sales initiative. While there is no one magic bullet, a variety of factors can help set you up for lasting results. Below are six of the most important tips to make a lasting impact with your initiative:
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Categories: Sales Coaching Tools | Sales Transformation
When it comes to a sales training program, top leadership typically has a clear understanding of what they want the program to accomplish. Unfortunately and all too often, these goals can turn into misguided directives for front-line managers and their sales reps. Those edicts often create a team that's good at gaming the system, rather than driving true sales results.
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Categories: Sales Transformation
Despite spending 30+ years talking to and working with sales leaders in organizations both big and small, I always go in curious. And this curiosity has helped me learn a lot about leadership. One thing I’ve learned is that a leader’s commitment to change can make or break the success of a large-scale sales initiative.
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Categories: Front-line Managers | Sales Transformation
There's no time to waste in a sales organization. When you break a quarter down, there are a little more than 60 business days that can equate to selling days. Top leaders focus on (1) where they can deliver the most value to their sales teams during that short window of time and (2) how they can ensure everyone spends as much time possible on high-value selling activities. It's not enough to tell your managers what to do, you need to enable them with how to do it. One of the fastest ways you can provide impact as a sales executive is to provide processes, content and tools to help your managers succeed and improve sales performance. Here are some key steps to take:
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Categories: Sales Transformation | Talent Management
Visualization is an important sports psychology technique that the best athletes use. It has a demonstrable effect on individuals and teams, too: if you can see victory in your mind’s eye, and if you can imagine it in fine detail, you have a better chance of making it a reality. For sales leaders, visualization is just as important. You may have goals for your team, such as increased sales volume, year-over-year revenue growth or improved rep performance, but what would that success look like in practice? How would a high-flying team operate? How would they be different from the team you have now?
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