How Do You Know If Your Sales Force is Good? Really Good?

How Do You Know If Your Sales Force is Good? Really Good?

In today’s Internet world, most questions can be answered on the spot. Any question of fact is just a search away, and any question of opinion can be disregarded. Every once in a while, we don’t get the answer we’re searching for because it lies between facts and opinion. This question is one of those:  I Googled, “How do I know if my salesforce…

Four Smart KPIs to Accurately Measure Sales Performance

To grow revenues and manage sales teams effectively, sales managers must carefully measure the performance of individual sales reps. One of the perennial questions we’re asked at the beginning of every training project: “What measurements or key performance indicators (KPIs) should be included on our dashboards to help us with a more predictable, repeatable revenue-generation process?” In this age when companies compete around the…

How to Close More Sales with a Winning Questioning Process

Prospects buy when they want to fix, accomplish or avoid something. Often, however, they’re unaware they have a problem, let alone a need. That’s why learning the art of smart questioning accelerates closing more sales, as nothing else can. Lots of salespeople struggle to close sales. According to CSO Insights’ 2015 Sales Compensation and Performance Management Study, only 54.6 percent of sales reps produce…

Top Sales Performers vs. Under Performers — 5 Key Questions to Ask To Tell You Who’s Who

Over the last several years I have been working with many organizations focused on improving sales performance, and they all have one goal in common: To add new salespeople to their sales teams. It’s amazing how each of these companies are quick to hire salespeople with no formal process. Each company shared countless hiring stories where they were disappointed about how the person performed.…

4 Revealing Questions You Need to Ask Your Prospect

Companies invest millions of dollars in CRM systems, yet do not invest the same time and resources into their sales funnel and revenue forecasting.  A CRM system is like a health monitor for your business, and to be effective, it needs to be highly accurate. If your data is wrong, your projections are wrong. Bad or misrepresented data means you are flying by the…

3 Must-Do Tactics to Make Sales Happen

We all agree that buyers have changed. They do their research long before they see us. They either want help to craft a vision of their solution, if they don’t already have one. And, if they have one, they expect you to understand it. Also, there are many more decision makers involved in the process today. If you expect to sell your solution, you…

How and Why to Get Personal In B2B Solutions

B2B buyers focus on business results. They identify a problem in their organization, spend time fully understanding the issues, look at all the possible solutions, and then zero in on their decision, crunching the numbers to pick the best offer. It’s simply a matter of finding the best solution at the best price and making a sound business decision. Focused on the results, there…

New Report on Data Analytics to Optimize Sales Performance

It’s human nature to want to compare ourselves to others we think are doing well in their field. So I want to share with you today, an important 32-page sales behavior report from CSO Insights, the research arm of MHI Global, to help you get a bead on how world-class sales organizations behave. It’s a deep read but totally worth the time as you…

Three Ways to Track Buyer Thinking and Close More Sales

CSO Insights tells us sales organizations that consistently follow a standard sales process dramatically outperform those who don’t (71.8% of sales reps achieve quota compared to only 59.9%). Of course, all of us know the sales process is important. But there’s another process taking place in the sales conversation that’s often overlooked. The buyer’s purchase process. As a sales leader, I tell my salespeople, “Remember…

Nine Ways to Uncover Trigger Events And Shape Your Prospect’s Buying Vision

Salespeople run into speed bumps on the buyer’s journey all the time. One troublesome bump is understanding the prospect’s vision for a solution, and it trips up even the smartest salesperson. That vision ties directly to what the prospect wants to fix, accomplish or avoid.  Sounds simple to get at but most salespeople find it extremely difficult. Consider a salesperson in conversation and he…

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