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The Essential Components to Effective Sales Planning


Accountability couldn’t be more important than in the sales planning process. That cadence with which you are enabling your managers to inspect and reinforce is critical to driving revenue predictability.

 You’ve been there. It’s the end of the quarter and your reps are scrambling for the number. The whole organization is a stress ball.

So, what happens? Sales reps go into the accounts and opportunities trying to squeeze anything they can into the quarter. They discount and lose margin, while they desperately try to close deals that aren’t baked. As sales leaders, you need to ensure your reps are doing two things well:

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6 Sales Strategy Insights from Top Performing Sales Professionals

An effective sales strategy starts with holding tight to basic sales fundamentals. Creating a dynamic sales team that will dominate the sales cycle starts with taking a step back, determining your key challenges and your fastest path to real impact. To help, we've pulled together some expert guidance from the industry’s best sales professionals. They share their thoughts on the top skills sales reps need to master as well as how to boost revenue by aligning sales strategy with value-based messaging.

Learn from their decades of experience and let their thought leadership help you build an unstoppable sales team.

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Cross-Sell & Up-Sell: 3 Key Areas Your Sales Team Needs to Be Trained In

When it comes to sales pipeline, net new logos are never a bad thing. However, your sales reps ability to cross-sell and up-sell is often a lynchpin to your organization meeting its revenue goals repeatedly.

Too often sales leaders issue a directive to pull money from existing accounts, in an effort to make those quarterly numbers. That creates a fire drill for managers and reps who are trying to push forward deals that aren’t baked. The end result is a lot of frazzled sales behavior and an increase in discounting.

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Top Sales Leadership Skills Needed To Deliver Top Performing Salespeople

If you want a top performing sales organization, you need the consistent ability to coach and enable salespeople to success. Providing motivation is a component, but results come when your managers have a cadence that helps them minimize administrative burdens, while providing continuous and effective coaching that does one thing - delivers revenue and enables sales results. 

Your managers are a pivotal part to the success over your sales organization. Here are the top sales leadership skills they need to develop and execute. 

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4 Ways To Motivate Middle Performing Salespeople

Think about the best coaches or the best managers you’ve ever encountered. What did they do that made them great? Often, they have the ability to motivate and push you to greater success. The skill behind those traits is the ability to meet people where they are.

There are many sales organizations out there that fall into that 80/20 rule. Eighty percent of the revenue comes from 20 percent of the people. If you could improve that ratio, your sales results would improve exponentially. So how do you motivate those middle performing salespeople in a way that improves their productivity and emotionally connects them to being an A player?

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5 Sales Strategy Examples That Produce Real Results

Are long sales cycles crushing your sales team? Is the cost of every sale going up while your team takes longer and longer to close deals? Are you failing to grow the number of prospects you’re working with?

Dominating the sales cycle isn’t impossible. It just takes the right strategies to get your sales reps focused on delivering on consistent, sustainable revenue growth. With the right examples, tools and processes, you can lead your team to bigger deals that are closed faster. Elevate your sales team from mediocre to masterful with five key sales strategies.

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Why Your Sales Training Didn’t Work Last Year

Investing in sales training isn’t always an easy call. Past trainings may have had limited results, and you’re never really sure you got your money’s worth. Instead of sinking more money into training without a guaranteed ROI, take the time to find the right partner with the right approach to deliver measurable results.

Learn how to create a roadmap to success for your team. With the right methodology, you can learn to dominate your sales numbers and ensure revenue growth month over month.

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5 Reasons Your Land and Expand Sales Strategy Isn’t Working

If your sales teams are getting small pilot projects but never getting any bigger deals, your land and expand strategy is failing.

Landing small projects is a waste of your sales team’s time unless they can grow these contacts into bigger, more rewarding deals. To do this, you need a robust land and expand sales strategy.

By demonstrating your value and solving bigger business needs for your prospects, you can deliver positive business results for your clients while growing your own revenue.

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4 Actionable Ways You Can Increase Sales Productivity with GrowthPlay

Don’t let another month close without taking control of your sales productivity. Your company’s future is relying on the productivity of your sales reps. Great sales leaders know how to build sustainable revenue growth that keeps your company growing and leaves your competitors in the dust.

By implementing four key strategies, your team of top-tier sales reps will deliver continuous growth. With guidance from GrowthPlay’s newly expanded team of sales experts, you can generate more revenue per rep by improving your internal processes and strengthening client interactions.

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How To Increase Sales Revenue With GrowthPlay's Sales Management Tools

We believe anything that's rolled out to a sales team needs to have one important trait. We call that trait "sales consumable".  That means it needs to be easily consumed by a sales team. It has to be practical. Whether you're selling million-dollar-plus deals, making 100 calls a day or overseeing a region, you need content and tools that enable you to sell more, faster. Our sales management tools are a critical component to our transformative sales initiatives. Their ease-of-use helps drive adoption of new methodologies. Our clients take ownership in the development of them, which means they're customized to your buyers and the unique complexities of your organization. No cookie cutter approach with these sales management tools. 

Here are our top sales management tools that help our clients increase revenue.