Sales Effectiveness Blog | GrowthPlay

4 Signs it's Time to Hire a Sales Consulting Partner

Posted by Rachel Clapp Miller on Aug 23, 2016 8:00:00 AM

Hiring a sales consulting partner is a big decision for your business. You know your organization best. It's important to keep what's working and fix what isn't. To produce lasting results, a sales leader needs to “find the right fit” for the critical pieces of the sales transformation puzzle. 

Long story short, if you need to generate more revenue per rep, you may want to consider bringing in an outside perspective. It's likely that the problem won't go away without a concerted effort to change course. Below are four challenges we see most often.  

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Topics: Sales Transformation

The Key to Effective B2B Selling

Posted by Rachel Clapp Miller on Aug 19, 2016 8:00:00 AM

If you are selling a B2B solution, there is nothing more effective than having a consistent way to answer the following questions:

  • What problems do you solve for your customers?
  • How do you specifically solve these problems?
  • How do you differently than your competition?
  • What's your proof?  
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Topics: Sales Messaging

How to Hire Sales Talent that's Right for Your Organization

Posted by Rachel Clapp Miller on Aug 16, 2016 8:00:00 AM

Hiring sales professionals that not only have talent, but that also fit well into your organization, is more complicated than many sales leaders realize. The right person needs to have the skills and abilities necessary to blend in with your existing team, connect well with prospects and clients, and commit to growth within your organization.

The following are some helpful tips to assist you as you attempt to hire sales reps that are right for your business.

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Topics: Sales Talent

A Reflection on Being Uncommon

Posted by John Kaplan on Aug 12, 2016 8:00:00 AM

Those of you who have gone through a Command of the Message® training with me likely remember the "Uncommon" story I tell at the end of my sessions. (If you haven’t, here’s a podcast of my telling the story).

Although the story is a very personal memory, I use it as a motivational tool for the salespeople I work with because I think it’s a good example of getting yourself off the couch, persevering and differentiating yourself in the sea of sameness.

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Topics: Sales Coaching Tools, Inspiration

4 Questions to Improve Sales Performance

Posted by Rachel Clapp Miller on Aug 9, 2016 8:00:00 AM

When you are trying to get your reps to sell larger deals, improving their discovery skills is critical.

Great questions lead to great answers.

Great answers lead to information that helps elevate your deal size.

Below are four key questions to share with your reps that will help improve sales performance.

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Topics: Sales Messaging, Discovery Process

Podcast: Enabling Your Front-Line Managers

Posted by Rachel Clapp Miller on Aug 5, 2016 7:40:28 AM

Your front-line managers are a critical component to the success of your sales initiative. Improving sales performance and reinforcing a sales initiative starts with enabling a team of great managers.

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Topics: Sales Transformation, Adoption and Reinforcement

Improving Sales Productivity: The Value of an Outside Perspective

Posted by Rachel Clapp Miller on Aug 2, 2016 8:00:00 AM

We've all been in those situations where outside experts were hired to help you get from "Point A" to "Point B." Often, these decisions are met with skepticism.

  • How can an outside firm possibly understand the complexities of our business?
  • How will its people ever be able to execute in a timely manner?
  • How can we ensure that we're set up to actually execute on the recommendations offered? 

Well, we are consultants and we know that there's a perception that follows us wherever we go. However, we firmly believe there are key benefits to hiring an outside partner to help you improve sales productivity, especially when you have aggressive growth goals or a sales problem that can't go one more quarter without getting fixed. Here's why: 

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No-Fail Tips to Improve Sales Performance

Posted by Rachel Clapp Miller on Jul 29, 2016 8:00:00 AM

Improving sales performance is a continuous effort for high-powered sales organizations. While there are a lot of levers that help move the revenue needle, there are some tried and tested methods that will have your reps selling more deals in shorter time.  

Below are our no-fail tips for improving sales performance. 

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Topics: Sales Messaging, Sales Process

How to Get Results from Your Sales Training

Posted by Rachel Clapp Miller on Jul 26, 2016 7:33:33 AM

If you want to drive ROI with your sales training dollars, you need a plan for adoption and reinforcement.

The success of any sales training initiative is contigent upon key activities that happen before and after the training event. Often, they are even more important the the event itself. 

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Topics: Adoption and Reinforcement

Winning the Talent Shortage Battle

Posted by Rachel Clapp Miller on Jul 22, 2016 7:28:12 AM

There isn't a sales leader out there who doesn't want to attract and retain top sales talent. The struggle lies in the ability of your organization to recruit those top performers and keep them on board. Manpower ranked the role of sales representative as the second-toughest job to fill globally in 2015.

Step one is realizing that the battle for talent is as real as the competition you face for customers. Then, you need to make sure you have the processes in place to create a rhythm around recruiting your sales talent. 

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Topics: Talent Analytics

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