Sales Effectiveness Blog

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Improving Sales Productivity: The Value of an Outside Perspective

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

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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Winning the Talent Shortage Battle

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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Three Common Mistakes that Could be Sabotaging Your Discovery Process

Sales is about fundamentals. There's a problem. You have a solution. Getting your buyer to see that your solution is the best one is the critical component to be a successful sales person. Unfortunately, even the most veteran salespeople can become lazy - forgetting that deals are won and lost on effective discovery.

Here are the three most common mistakes that hurt a sales discovery process. 

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Three Tips for Supercharging Your Sales Training Programs

Best-in-class sales organizations invest in training programs for even their most veteran reps. Aberdeen research shows that top companies use external sales consultants 61 percent more than their under-performing peers. Sales training is a competitive and crowded industry. When you're picking the right solution for your organization, it can be difficult to cut through the clutter.

Google "Sales Training" and you'll see that you can hire everyone from a single consultant to a firm with customized solutions that scale. No matter your decision, there are some basic techniques you can leverage to ensure you're getting the return on your coveted sales enablement dollars.

Here are some of our best practices:

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The Value of Silence in Your Discovery Process

If you want to be successful in sales, you need to effectively communicate. However, the ability to fully articulate your value and differentiation hinges on how well you listen.

 Think about how frustrating conversations are when you feel like the other person is not hearing what you are saying? You never want your buyers to feel that way. 

Questions are important to your discovery process, but it is just as critical that you listen to the answers. First and foremost, the ability to listen and remain silent with a prospect shows genuine interest in what that person has to say.

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How to Improve the Way You Hire Salespeople

If you are a top sales organization, you are always in a heated competition for top sales talent. The strength of your hiring ability is directly tied to your ability to meet your revenue goals.

 Just as it takes sound growth strategies to differentiate your solutions, you need to optimize your recruitment and selection process to edge out the competition in attracting talented reps.

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Four Tips for Evaluating the Effectiveness of Your Sales Process

Optimizing your team's sales process is a job that's never finished. With new growth targets always part of the equation as well as changes in buyer behavior, you need a process that allows you to effectively recognize and take advantage of needed improvements.

Below are four tips for evaluating the effectiveness of your sales process.