Category: Sales Process

Sales Force Effectiveness (SFE)

What is sales force effectiveness? Sales force effectiveness is in the eye of the beholder. An effective sales process for one company will not necessarily be the right one for another firm. To determine your SFE targets, you should define

Posted in Sales Force Effectiveness, Sales Process, Sales Strategy

Hiring Sales Reps | Recruiting Ideal Selling Talent

What makes a good sales representative? People often ask, “What should I look for when hiring salespeople?” The questioners are usually looking for a cookie cutter answer, a one-size-fits-all type of answer. There just isn’t one answer for every business

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Why Can’t My Salespeople Land Big Deals On Their Own?

In theory, salespeople can land big deals on their own, but it rarely happens. Landing big deals requires a very different way of thinking. In my 18 years of doing this, I’ve only seen CEOs, presidents and business owners capable

Posted in Sales Activity, Sales Process

How Long Should It Take to Land a Big Deal?

Different factors will determine how long it will take to land a big deal. If you follow the process we help you establish, walk through each step, and don’t make compromises or compensations to try and force a deal that

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