A sales manager’s number one priority is to create a sales team that is as talented as they are. Think about it. The average sales leader has a team of seven people working for them. If each of those team members has twenty selling interactions per week, that's a total of 140 client interactions. How many can your sales manager be involved in personally? Not many. Yet, a surprising number of sales managers think that their job is closing the deal and making the number.
According to a 2017 Sales Management Association research study, U.S. sales leaders concluded that fewer than one out of five new sales hires added over the past 24 months have been successful.
To err is human - and in hiring it's very expensive. Think about what's at stake if you don't get talent right.
- In recent years, 43% or more of all sellers failed to make quota.
- Typically, 20% of the sales organization produces 80% of results.
- Each wrong hiring decision can add up to a million dollars or more in direct and indirect costs.
The man (Jack Weinberg) who coined the phrase “Don’t trust anyone over 30” is now 77. This may shock some of you who listened to Jack give his speech, or quoted yourself early on in your career. While those born at the end of the generation are teenagers, early Millennials, born between 1980 and 2000, are now part of that group. Does this mean we don’t trust what they have to say because they are now part of the establishment?
Most mergers and acquisitions fail – so says conventional wisdom. It’s true that the business landscape is littered with deals gone bad: Up to 70% of M&A transactions don’t achieve the financial and strategic results expected of them.
The reasons for failure, from flawed assumptions to insufficient planning, poor execution, and cultural conflict, are numerous and well known. However, some firms consistently do this kind of growth very well. How do they succeed where others fail?
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.
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.
There's always a competitor in the sales process. Even if there's not another vendor that's being considered, "do nothing" or "do it internally" can be your biggest competition.
Without the ability to clearly differentiate your solution, and understand its value, a buyer's decision is arbitrary and often price-driven.
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.
Enabling your front-line sales managers to be great sales coaches is one of the most effective things you can do as a sales executive.
Many sales organizations are dealing with the same type of challenges: a lack of consistency in executing the sales process, limited line-of-sight for managers to understand what's going on with opportunities or territories, and reps spending too much time not selling.
Here are some tips for navigating among the most common sales performance obstacles.
Identifying your clients' pain points is a key part of the sales process. It allows your sales reps to take precautions to ensure satisfaction. Drawing out and resolving client concerns also creates opportunities to increase sales and build loyal relationships. Following are five tips for identifying customers' pain points.