The Changing Face of Sales
If you cannot make a commodity item stand out, or add value to the sale, the customer will buy on price alone. How selling has changed around that fact.
Insights — Page 8
Insights for sales leaders.
Stop Watering Dead Plants
Persistence drives sales success, but where does persistence stop and pestering begin? How to tell an opportunity worth chasing from a dead one.
The New Hire -- How to set up Sales Training
Loading new hires with product knowledge and sending them at prospects is not sales training. How to set up onboarding that produces selling ability.
Measuring the Impact of Salesforce Training
Proving that Salesforce training produces results is the challenge every sales manager and training firm wrestles with. Here is how to measure it properly.
Commission Only Salespeople - Winners or Losers?
The question of whether or not to hire commission only salespeople is one that often comes up for many sales managers and it’s a good question.
Are Your Salespeople Actually Using Salesforce Dashboards?
Salesforce dashboards are visual representations of custom reports, yet few salespeople or managers watch the gauges to see which ones are in the red.
The Most Used - Useless Metric in Sales
For years I’ve been amazed by the number of very smart sales people and leaders who have a blind spot in forecasting with Salesforce.com.
Don't be Afraid to Use Salesforce Training as a Tool
Most sales managers hire the best people they can find. Most salespeople have never had formal Salesforce training. Those two facts sit badly together.
Is Salesforce.com a Little More Complex Than You Expected?
Does the thought of your Salesforce make you sigh? It does too much, and most teams accept that many features will never be mastered. That is fixable.
Best Practices for Salesforce Training
Your sales force needs training on more than the basics of a new system. Best practices for getting real value out of Salesforce training from day one.
Sales Training 101 -- Stop Selling on Price!
Stop selling on price is sales training 101, and far easier said than done. As sales managers we do little to help our people handle it effectively.
Salesforce Training -- Where It Fails
Studies show up to 70% of Salesforce training projects fail. What makes a project especially vulnerable, and what separates it from the ones that work.