sales
Statistical 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…
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How 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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How to Measure Salesforce Effectiveness
The way we sell is changing. Sales organizations operate in a progressively changing environment. From the sudden shift to remote and virtual selling during COVID to the economic downturn, sales leaders continue to evolve what they have to do to perform. And with so many negative factors outside the company’s control, the attention naturally shifts…
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The Different Sales Manager Roles You Need for High-Growth Organizations in 2022
Being a successful sales manager certainly means leading a team that converts many prospects into customers. But that isn’t all it entails. What qualities and skills do you need to build the foundation that facilitates this kind of success? High-growth organizations understand that sales managers do far more than oversee sales operations. The position itself…
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Keys for Building and Improving a Culture of Sales Training
No matter how you approach your sales training process, the goal remains the same: build a company culture of efficient self-management towards the company’s goals. Doing so requires conditioning your sales team in a consistent way that makes them confident they are being led to ever-increasing performance during their sales calls, and one thing that…
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Selling the Importance of Sales Training to the Exec Team
Sales leaders are often in a difficult situation. You must keep yourself and the team up-to-date with new product releases and features to close more sales, yet you can’t afford to lose time with training. Sales reps also struggle to remember the information they learn. According to Gartner, sales reps forget up to 70% of…
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Tips for More Effective Sales Training in 2022
As technology advances, consumers have become more enlightened and thirsty for authentic information about products and services. As a result, using traditional sales methods to convert today’s consumers is becoming increasingly difficult. In fact, statistics confirm that sales is getting harder, with most salespersons failing to meet quota. While pitching still has its place in…
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How to Plan Out Your Sales Training Program Schedule
Any organization committed to staying competitive and winning business must invest in sales team training. Today’s sales reps must be experts in what they do to impress customers who are more informed than ever. Buyers no longer settle for basic product details and standard sales pitches. They want partners in the sales process— people who…
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Keys to Automating Sales Coaching with AI
Sales coaching is vital for any sales organization’s success. According to Google’s Project Oxygen survey of 10,000 people, coaching is the number-one driver of performance for their organization. However, it’s often impossible for sales managers or coaches in large and dispersed sales organizations to personally evaluate, guide, and coach every rep. It’s equally challenging to…
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Ultimate Guide to Sales Acceleration Platforms
The increased adoption of technology in the business industry has led to business processes becoming more streamlined than ever before, and various processes can now be completed more efficiently, within a shorter period of time. Given that sales are the business function mostly associated with revenue generation, enhancing its efficiency and effectiveness can positively impact…
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