September 03, 2015 08:58 AM
Just because reps THINK they’re ready to have the types of conversations that move deals forward, doesn’t mean it’s true. In fact, there is a real and universal struggle at many organizations to get sales reps prepared to sell efficiently, effectively, and productively. Consider these stats:
SiriusDecisions has found that 38% of companies lack a formalized sales onboarding program.
According to The TAS Group, as many as 67% of sales reps fail to reach quota ev...
August 31, 2015 08:56 AM
In response to his article, Perfect the Elements of Your Selling that You Control, I asked Andy Paul, a leading sales acceleration author, speaker and coach, a series of questions of questions on sales training and continuous learning. Here’s Part 4 of that series.
What is one piece of advice you have for sales leaders/managers that they can use to make their reps more productive?
AP: If you want to make your reps more productive, focus on time.
Unfortunately, the term productiv...
August 27, 2015 09:00 AM
It’s the age of the customer, and digitally empowered buyers expect salespeople to have the skills and knowledge to deliver REAL value and solve complex problems—not just pitch their product. But, according to a new report from Forrester Research, Overhaul Sales Training to Win and Retain More Customers, that’s a more difficult feat than many organizations bargained for.
So, why is it that “developing relevant, competent, and productive sales forces is a far more ...
August 24, 2015 09:00 AM
In response to his article, Perfect the Elements of Your Selling that You Control, I asked Andy Paul, a leading sales acceleration author, speaker and coach, a series of questions of questions on sales training and continuous learning. Here’s Part 3 of that series.
Product and customer knowledge is obviously critical for reps, but why is industry expertise so important for effective selling?
AP: Industry expertise enables a rep to provide an additional, if not absolutely higher, l...
August 20, 2015 09:05 AM
Sales reps tend to have a comfort zone. It’s not uncommon to have successful reps who are GREAT at selling to a specific role about a specific challenge that they are familiar with. Where they run into problems is if they have to move out of their comfort zone to sell to different people, in different industries, or with different challenges.
It’s an entirely different ball game. And you might assume that because a rep is really great in their comfort zone, it’s going t...