Sales Effectiveness Blog | GrowthPlay

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

How to Deliver Effective Feedback to Your Sales Reps

Posted by Rachel Clapp Miller on Apr 22, 2016 8:00:00 AM

Knowing where a sales rep is coming up short is one thing. Effectively conveying how the rep needs to improve is another, and can often be a  challenge for sales managers.

The following are several strategies and techniques to consider as you prepare to offer effective feedback.

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Topics: Sales Coaching

How a Defined Sales Process Benefits Your Business

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

A defined sales process has consistent steps that align the way you sell with the way your buyers buy. Requiring your reps to make X number of calls a day is not a sales process. Outlining the fields that need to be entered in Salesforce isn't a process either.

Rather, when you define the specific activities that move a prospect through the buying process, your team is able to improve deal velocity and consistently qualify opportunities. 

If you don't have a defined sales process, here are four reasons why you should take immediate action for your sales organization. 

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Topics: Sales Process

Enable Your Reps to Use Social Media in the Sales Process

Posted by Rachel Clapp Miller on Apr 15, 2016 8:00:00 AM

Encouraging your salespeople to create an account on LinkedIn or Twitter doesn’t mean that the leads will start pouring in and the sales will close themselves. Social selling isn’t a magic bullet, but another tool for sellers to engage with prospects and customers.

In fact, your salespeople can get hundreds of followers, thousands of likes, and even make valuable connections, but if you don’t employ a system that capitalizes on these interactions, you’ll never see the kind of return that drives bottom-line impact.

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Topics: Social Selling

Has Your Sales Team Lost Its Focus?

Posted by Rachel Clapp Miller on Apr 12, 2016 8:00:00 AM

When your sales team loses focus, there's often a breakdown in tools, processes or content. Often the culprits are cumbersome administrative processes and a lack of internal alignment around message and sales execution. Bottom line, you need your reps spending as much time as possible selling

Here are several action steps you can take to ensure your team is focused on the high-value activities that move the needle.  

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Topics: Sales Talent

4 Tips for Finding the Root Cause of Your Sales Team's Struggles

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

Putting a band-aid on a problem with your sales team only delays its evolution. If you want to drive true sales transformation and create real sales impact, you need to identify the root cause of your team's struggles. (Hint: it's not likely that they just need to make more calls)

We've worked with hundreds of sales organizations and in our experience, the primary root issues that negatively impact most sale teams fit into a few common categories. Here are four areas that we see most often and may help you identify the root cause of your team's struggles: 

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Topics: Sales Transformation, Sales Talent, Sales Messaging, Sales Process, Sales Planning

The Ultimate Guide to Articulating Differentiation

Posted by Rachel Clapp Miller on Apr 5, 2016 8:00:00 AM

In complex B2B sales, there’s always a competitor in the sales equation. Even if your biggest competitor is “No Decision,” effectively articulating your differentiation, and the value you provide to your customer can make the difference between a closed deal and a lost opportunity.

Best-in-class sellers know how to effectively articulate differentiation in a way that connects back to the positive business outcomes their customers are trying to achieve. Having a solid grasp on how your products, services and company are different and better than the competition creates the opportunity for you to show value to your buyer.

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Topics: Sales Messaging, Differentiation

How to Develop a Stronger Sales Messaging Strategy

Posted by Rachel Clapp Miller on Apr 1, 2016 8:00:00 AM

It's tough to charge a premium for the service or product you're selling, if you don't align it to the needs of your buyer. A strong sales messaging strategy is built on a sales team that clearly understands how to articulate value and differentiation in a way that has meaning to the buyer.

If your organization is plagued with low average deal size and long sales cycles, you likely need a stronger sales messaging strategy.

Here are some key action steps your team can take to develop a stronger sales messaging strategy. 

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Topics: Sales Messaging, Sales Process

Help Your Team Recover From a Lost Opportunity

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

Losing a large opportunity can drain the energy and enthusiasm of even great sales teams. Improving team morale quickly after a lost opportunity is important to getting momentum back in a positive direction. Don't let one misstep lead to more stumbles. Focus on uncovering what went wrong, so your reps can improve the process with the next buyer.

Here are three things to do to help your team recover from a lost opportunity. 

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Topics: Reinforcement

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