Sales Team Win Rates At All-Time Low

Sales Team Win Rates At All-Time Low

What's Wrong? One of the findings in the CSO Insights’ Sales Performance Optimization Study, reveals that the win rates for deals have reached an all-time low.    Does this surprise you?   Is this because customers are buying differently?   Is it a result of more competition in your industry?   Are your salespeople less effective?   Is it because of the economy?   Has…

Why on Earth Do Companies Overwhelm and Underdevelop Their Sales Managers?

Does your company? In our modern sales environment, sales managers and their teams encounter more informed buyers with access to more sophisticated information. More buying influences rule the buy cycle (up to 5.8 per deal in complex B2B). And buyers expect more outright value creation in each deal. On top of this, the ability of salespeople to make quota─a key sales manager metric─ is…

Five Ways to Beat the Summer Sales Slump

Have you already begun to hear that familiar refrain, “Talk to me after Labor Day.” Welcome to the early signs of the Summer Sales Slump. It’s exasperating. And it happens all throughout the year: “Talk to me after tax time.”  “Talk to me after the holidays.” For many businesses, summer signals a painful slowdown in sales. For prospects, vacations kick in. And people check…

The Four Cornerstones of Revenue Growth

What You Can Do Now to Lay a Solid Foundation You’ve heard it before.  Nothing happens until something sells. And unless we sell something, we don’t book revenue. Without revenue, there’s no business.   In today’s post, I want to talk about how we build the foundation for revenue growth. And how we install the steel columns and structural beams to sustain it over…

Discover the 5 Skills Buyers Want From Salespeople

Do You Deliver? At a recent YPO (Young Presidents’ Organization) sales conference, I asked presidents and chief executive officers, “What is the number one reason salespeople miss quota?”   They answered:  “Not enough leads” “No formal sales process” “Don’t have the right product” “Reps lack sales skills” These reasons could be a cause, but not the number one cause. Researchers at SiriusDecisions prove my point.…

7 Ways to Find Your Missing-in-Action Prospect

Your Secret Weapon? Persistent Follow-up You land a solid meeting with an ideal prospect for your product. It goes well. You’re sure he’s ready to close. Then, nothing happens. No response to your emails. Your phone calls go unanswered. What’s wrong?   Did you completely misread this prospect?   We’ve all gone through this situation.  Here’s the deal. Time-starved prospects are too busy to make…

Time to Transform Your Sales Training?

Is your sales training as effective as it could be? How do you know? Most sales organizations today organize around territories. Sales reps work from their homes and travel to their territories. Sales leaders conduct weekly sales conference calls with their teams, deliver status reports, and share results. Some sales teams gather several times a year or at the annual sales meeting for ongoing…

Are You a Problem Finder or Problem Solver?

Why it Matters. When I began selling years ago, my colleagues and I held a major advantage over our prospects. We owned the control over product and solution information our prospects needed to solve their business issues.  Today, they own it. Nowadays, prospects are well informed and emboldened by armloads of information. The Corporate Executive Board (CEB) claim (corroborated by many research firms) that…

39 High-Payoff Activities – If You Do Well, You’ll Sell Well

In my experience, top salespeople, sales managers and sales leaders stay focused on what we call HPAs, or High-Payoff Activities. Once they’ve defined those HPAs, they fix an eagle eye on completing their HPAs daily or, at least, weekly. When you lead a team of salespeople, it’s smart business to use HPAs as guideposts to coach your team because you pay attention to what…

Five Metrics You Must Track to Improve Sales

We've all heard the saying from Peter Drucker, “What gets measured gets done.” Edwards Deming, a contemporary of Peter Drucker, also said: “If you cannot measure it, you cannot improve it.” Regular measurement and reporting keep you focused because you use that information to make decisions to improve your results. Your most critical measurements are called Key Performance Indicators (KPIs). What KPIs do you measure? I was asked by a VP…

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