How to Help Salespeople Gain Sales Success
Throwing newbies in the deep end of the pool might work in SEAL team training, but it’s a lousy idea for people you want to onboard for the long haul.…
Sales Training
Why Sales Training Programs are Important to a Business
Businesses that leverage sales training programs have a higher percentage of salespeople who meet or exceed their sales quotas. It is important to provide salespeople with sales training because sales…
Case Study #5: Mindset
The Situation This mindset case study uncovers a sales team’s discomfort. The CEO of a medium-sized gas production company sought to grow sales and increase the company’s value. Once his…
Case Study #4: Best Practices
The Situation Training workshop best practices. A large technology company with worldwide offices saw the size of its average deal fall. Also, its enterprise-wide licenses worth $1,000,000 or more disappeared.…
Case Study #3: Promoting Top Rep to Sales Manager
The Situation: sales business case study #3 In this sales business case study: a medium-sized software company was experiencing eroding market share, tougher competition, and slipping value proposition. The company…
5 Great Sources for New Salespeople
Do you need help finding good, new salespeople? If you do, you’re not alone. Many of our clients say recruiting strong salespeople is an endless challenge. With the current strong…
Like Hockey, Winning Sales Teams Need Grit More Than Skill
It Takes Grit To Win at Sales and to Take the Stanley Cup We’ll admit it; in our office, we’re homers regarding hockey. We cheered loudly with the Washington Capitals…
Five Sales Management Trends
Sales Trends to Watch We’ve collected predictions on sales management trends from a few of our favorite sales industry resources. As you fine-tune your plans for 2022, consider the following.…
Using the Exec Team to Pursue Large Accounts and RFPs
Should the Sales Executive Team Get Involved in Pursuing Large Deals? Yes, the sales executive team needs to be involved in pursuing large accounts and RFPs. When Sarbanes-Oxley came out,…
What Should a Sales Manager Do to Increase Sales?
How can the sales manager increase sales? Before I tell you how a sales manager increases sales, let me first define what a sales manager means: No matter their actual…