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Sales Training- Are you neglecting your ‘A’ players?

The best sales leaders build their talent management programs around developing future leaders that can grow the organization not just make the number. Let’s see how you are doing Exercise- a)Write down the number of years you have been in sales management b)Write...

Key Account Management: How to Select Key Account Managers

There are a variety of competency models available, each one with its unique approach, I suggest you do your homework and select the one most appropriate to the expectations and challenges of your Key Accounts. The TopGrading approach starts as...

Sales Training: Are you committing this classic Sales Leader sin?

A performance condition problem means you have a major flaw or flaws in your sales environment. Perhaps you don’t know your ideal customer. Maybe there are no leads for the sales forceand nocustomized sales process mapped to the buying process....

3 Ways Sales Management Creates a Sales Culture in an Operation Firm

The legacy processes are different. The talent is hired biased towards operations. Some of the sales people are ‘washed up’ old operational managers. Heck, sometimes there isn’t even a Sales Leader. Just a couple Sales Managers reporting to the General...

Sales Training: Managers are Blaming the Reps by Mistake

Sales people retain less than 15% of knowledge after 90 days if not reinforced. Often times, we hear Sales Managers say they are having an “adoption problem”. They say things like “my reps are not following the plan” or “why...

Lead Generation: Marketing Costs and the Impact on Client Acquisition

Break-Even Analysis Methods There are three break-even analysis methods designed to help measure Cost of Marketing. Each addresses different but related parts of a company’s needs. Conventional: determine the number of units to be sold such that gross revenues equal total marketing...

Three Ways to Make Sales Management Matter

In fact, world leading economists have very little to say about the impact of good sales management. John van Reenan, director of the Centre for Economic Policy at the London School of Economics decided to really figure out if a...

Get your new sales process adopted in the field

It’s been many months of discovery and design and you have built the perfect sales process for your team. You have mapped it to the prospect’s buying behaviors and have developed a rich set of sales aids to enable your...

Part 1 of 2: Successful Key Account Management (KAM) Case Study

Research methodology: Identify KAM implementations whereby success/failure of 3 objectives can be SMART Break down objectives into 4 levels Inputs (key actions steps) Outputs (deliverables) Purpose (program impact) Goals (strategic intent) Data collection – interviews, rep-ride alongs, data reviews, surveys, documentation reviews, win/loss analysis, observation Use of Contrast...

Sales Force Effectiveness Blog Weekly Recap

Saturday: 4 Keys To A Successful Sales Management Meeting The sales meetingsare one of the fundamental tasks of a world class sales management program.They allow for… Read The Full Post Here Sunday: Sales Performance Management: Should It Be Dashboards Or Scorecards? While designing sales performance...
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