Sales Effectiveness Blog | GrowthPlay

A Road Map for New Business Opportunities

Posted by Rachel Clapp Miller on May 27, 2016 8:00:00 AM

What sales organization isn't trying to increase pipeline?

Improving the pipeline demands a sales team that's enabled to effectively execute discovery and clearly articulate value and differentiation.

Below are several checkpoints you can use with your team to help provide them a road map to new business opportunities. 

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Topics: Sales Process

3 Reasons New Hires Fail (And How You Can Encourage Success)

Posted by Rachel Clapp Miller on May 24, 2016 8:00:00 AM

When a new hire fails to catch on with your sales team, it is a financial burden. It can also hurt the morale of your existing staff. Recognizing and guarding against the more common causes of new hire failure improves your chances of routinely landing the right potential candidates. 

Here are three reasons new hires fail and strategies to improve your success rate.

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Topics: Talent Acquistion

5 Questions That Will Help You Sell Larger Deals

Posted by Rachel Clapp Miller on May 20, 2016 7:49:08 AM

There are many sales organizations that struggle with a team of reps who are wasting too much time deals with prices tags that are too small. When you have aggressive growth goals and only so many days in a quarter, you need your team focused on deals that solve the biggest problems and make the biggest dent in the revenue targets.

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Topics: Discovery Process

Three Reasons Your Team Isn't Selling

Posted by Rachel Clapp Miller on May 17, 2016 8:00:00 AM

Even the best sales organizations can have periods of time when their results fall flat. Often, new product launches or rapid growth can make even a typically strong sales organization struggle. Don't wait, thinking the problem will just correct itself.

Take ownership of first, understanding what's causing the problem and then pinpointing the remedy. Here are three reasons your team isn't selling: 

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Topics: Sales Messaging

3 Actionable Tips for Improving Your Sales Team's Performance

Posted by Rachel Clapp Miller on May 13, 2016 8:00:00 AM

Improving sales performance is only possible when you address the external and internal factors that lead to high-revenue sales. Your ability to engage customers effectively while maintaining a consistent management operating rhythm drives high-value conversions.

Here are three specific actionable tips for improving sales performance of your team.

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Topics: sales performance improvement

Four Tools To Support Your Sales Talent Management Strategy

Posted by Rachel Clapp Miller on May 10, 2016 8:00:00 AM

Hiring and retaining talented sales professionals is one of the most important roles for a successful sales leader.  An intelligent hiring system, accurate screening methods and high-quality talent management tools all influence your ability to deliver on revenue goals. 

Here are four specific tools that can greatly enhance your ability to attract and manage talented sales professionals.

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Topics: Sales Talent

How to Attach to the Customer's Largest Business Problem

Posted by Rachel Clapp Miller on May 6, 2016 8:00:00 AM

You've heard the saying, "Show up and throw up." The phrase for showing up in front of a prospect unprepared is all too often a reality for too many salespeople. 

Throwing every single element of your solution at a prospect and hoping the multitude of features and benefits impress the buyer, is a classic symptom of Seller Deficit Disorder. Sharing information that's not relevant to what your buyer needs gives the perception that you aren't listening to your buyer and perhaps, that you're way more than the buyer needs (Read - too expensive).

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Topics: Building Business Relationships

How to Make Your Role Plays More Effective

Posted by Mike Kunkle on May 3, 2016 8:00:00 AM

Mike Kunkle is a training and organization effectiveness leader with more than 20 years’ experience conducting projects with one purpose – improving sales results. He is currently the Senior Director of Sales Enablement for Brainshark. Follow him at @Mike_Kunkle or connect with him on LinkedIn.

Role plays can be an effective learning and behavior change tool for sales reps. I’ve used this technique many times throughout my career and have found several best practices that can make a huge difference in how well they prepare the reps for actual sales conversations.

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4 Tips for Attracting Top Sales Talent

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

Building strong selling processes is important, but so too is having the right people in the positions to execute. The challenge is every organization in your industry is competing for a the top talent

To attract top sales talent, you need a clear picture of the people that fit best into your organization and a plan for recruiting them. Here are four ways you can attract top sales talent:

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Topics: Sales Talent

3 Tips for Defining Your Sales Process

Posted by Rachel Clapp Miller on Apr 26, 2016 7:31:29 AM

A well-defined sales process makes it easy for reps to execute and for managers to evaluate performance. 

Knowing the value of a defined process, here are three tips for defining or strengthening the definition of your organization's process.

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Topics: Sales Process

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