sales
How to Upskill Your Sales Team with Role-Play Simulations
Today’s marketplace and technological landscapes are marked by constant change. Rapid advancements in technology, new entrants into the competitive arena, and quickly evolving expectations and demands from customers all contribute to a selling environment in which the challenges sales organizations face seem to increase almost daily. As a result, selling skills that were once top-of-the-line…
Read MoreA Guide to Building a High-Performing Sales Team
In today’s difficult selling environment, a company’s marketplace success depends more than ever on having an effective sales force. Customers have become more sophisticated and demanding in their approach to purchasing. For example, with modern technology providing access to many channels for gaining information about the products and services they need, buyers often start comparing…
Read More7 Tips for Hitting Your Sales Efficiency Targets
In 2022, over 20% of surveyed sales leaders listed leveraging their company CRM as a top priority for the year ahead. But what does this goal actually look like? How can you measure it? How do you know if it’s the right goal to prioritize in the first place? Setting sales goals is an important…
Read More8 Ways ChatGPT Can Help to Improve Sales Skills and Knowledge
According Salesforce’s 2023 “State of Sales” report, today’s selling environment is particularly challenging: almost 70% of sales professionals say that selling is harder now than it used to be. As the report notes, the sales landscape has become “both more competitive and resource constrained” due to factors such as supply chain disruptions, global inflation, and…
Read MoreHow to Shorten Your Time to Productivity With Better Sales Training Onboarding
Hiring customer-facing employees is both a gamble and a long-term investment. Companies hiring new employees might have to wait up to six months before breaking even. The risk of frequent turnover, a slow burn to full productivity, and changing market norms that make it feel like sales teams are constantly playing catch-up with customer expectations…
Read MoreWhat Are Sales Training Simulations and How Can You Integrate Them Into Your Skills Training Program?
In 2023, sales training simulations address a new concern that sales managers are just beginning to face return anxiety. As employees return to work after extended periods of remote work or reenter the workforce after COVID-related interruptions, companies find they can resolve return anxiety through experiential learning. Sales training simulations fit the bill: they provide…
Read MoreHow to Build a Sales Enablement Strategy
Sales enablement is not just a buzzword. Companies of all sizes and industries see results when they have concerted programs and efforts supporting growth and training. After two years of these approaches, organizations see a 48% higher customer engagement rate. Most companies are shifting toward including dedicated sales enablement roles or programs in their organization,…
Read More4 Reasons Why You Need a Sales Enablement Platform
Today’s hybrid work environment has forced sales teams to embrace new realities. Even though maintaining cohesion is an essential focus for team leaders, the remote shakeup has also illuminated fresh opportunities that can make a sales unit more efficient and focused than ever before. The right sales enablement platform can not only streamline communication but…
Read MoreStatistical Evidence of the Value of Practice for Pharma Sales
Ah, the President’s Club. Perhaps the most prestigious recognition in sales, awarded to top achievers who have met and often exceeded ambitious sales goals. The award often comes with cash prizes or exclusive, all-expense paid vacations to high-end locations. The more indelible benefit is being able to add “President’s Club winner” to one’s resume. What…
Read MoreHow to Measure Sales Coaching Effectiveness in Pharma
Sales coaching has remained relatively the same for the past few decades, with promising technologies like AI still considered alternative to some pharma sales organizations. While AI sales coaching may seem like a nice-to-have or an impersonal approach, it’s quickly proving to be an essential, highly individualized tool to take sales to another level, particularly…
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