sales

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…

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…

Pinpointing the difference between sales managing, training, and coaching can be difficult. Although they’re often used interchangeably, each one means something different. The main difference is the delivery and desired outcome of the approach. Training focuses on a specific set of skills and isn’t necessarily a 1:1 approach between a manager and employee. Coaching, on…

There isn’t a company out there that doesn’t want to increase revenue, yet many sales reps are woefully undercoached and unprepared to drive growth. In fact, one informal study found the typical sales person said they get little to no professional training. Surprising, given that the number one driver of organizational performance is coaching, according…

Why Do You Need a Sales Readiness Checklist? After the pandemic, the world of sales changed dramatically. All the processes had to be rethought, and the sales rep mentality had to transition. As we have all had to embrace remote and hybrid environments, reviewing this sales readiness checklist will help determine whether your organization is…

The Challenge: Quantifying What Matters Most As a sales leader, your primary focus is ensuring your sales team closes deals. In recent pandemic times, your reps may have faced significant challenges in regard to the way they have to communicate with your customers and prospects. Having to utilize a camera and a technological interface in…

Before Learning How to Accelerate Sales, What Is Sales Acceleration? The business landscape is changing, perhaps faster than ever before. But sales organizations still need to close deals more quickly and increase productivity. At the same time, buyers demand compelling interactions with salespeople who have empathy and can help them solve their main problems. Companies…