October 30, 2014 09:22 AM
Last week, I read a pretty compelling post from Adrian Davis (@thesalesoracle) on the Salesforce blog titled, Three Reasons Why Your Sales Enablement Efforts Will Fail. I recommend checking out the post for yourself, but for those eager to get to the meat, it makes a good case for why automation will ultimately destroy the very necessary human elements that lead to closed business.
But while Adrian’s post focused on ways your sales enablement efforts could fail, it got me thinking...
October 29, 2014 09:35 AM
Self-assessments are never an easy task. And when you’ve completed the process, how can you be sure you have an accurate perception of yourself and your work? A great way to keep yourself in check is to counterbalance your self-assessment with input on the same criteria from peers or customers. That is, have someone else grade you.
In facilitating this exercise for sales reps and buyers, Forrester Research found an alarming discrepancy between the grades reps gave themselves vers...
October 27, 2014 09:33 AM
Sales reps are constantly communicating with important stakeholders and serving as the face of the organization. It should come as no surprise, then, that silly mistakes come at a frighteningly high cost.
We’re all human (unless you're a zombie), so it’s easy to succumb to these pitfalls. I’m highlighting a few of them below, so hopefully this Halloween is only treats…no tricks… for sales reps.
#1. Not effectively communicating value
A recent SiriusDecisi...
October 22, 2014 10:05 AM
Every coach has a different style. Some lead by example, others by instruction; some lead by guided practice, others lead by letting their pupils take the reins—trial by fire. When it comes to sales management and coaching, there are certainly a lot of opinions out there.
In a recent article, Jim Keenan, founder and CEO of A Sales Guy, takes an unequivocal stance in favor of results-based management. He writes that sales reps should be given the opportunity to approach their de...
October 20, 2014 09:02 AM
By Karl Tiedemann, Partner, Rosetta
This article originally appeared on the PharmaExecBlog.
Managing the pharma sales force has always been challenging. Reps are spread out geographically, often far from corporate offices, preventing them from taking part in the on-site activities and face-to-face interactions that typically foster a connection to the company. In order to help the sales force achieve their primary goal — educating physicians — they require frequent training ...