30
2012
4 ways to turbo-charge your sales!
According to a CSO Insights Sales Performance Optimization Report, some 41 percent of sales people are failing to hit their sales quotas while overall revenue attainment dropped from 88.2 percent to 85.9 percent. If your company is experiencing difficulties in winning new business, here are a few ideas to transform your sales performance. Reduce new hire ramp-up time The CSO Insights Sales Performance Optimization Report also…
13
2012
Bridging the Sales & Marketing Disconnect is No Easy Task
I wanted to get back to this discussion because it impacts so many organizations. This isn’t a new problem, it is one that has existed for decades and there are no clear signs of remission despite many efforts to find a cure. One of the problems clearly is in how the two entities, Sales and Marketing, identify themselves and what they believe their mission is….
15
2012
“Be Prepared” is not just a Boy Scout Motto, but also a rule by which all great salespeople live by!
Clearly one of the greatest challenges facing sales organizations today is making sure that their sales people are as prepared as they need to be to effectively win more business. We constantly hear reports from organizations like IDC, Aberdeen Group, Forrester Group, etc. that only 25% of prospects rate salespeople as being knowledgeable, effective, or prepared when they call upon them. 25% that means that…
07
2012Which sales performance technology REALLY delivers?
The challenge for many companies today is to provide tools that will improve sales performance that salespeople will actually use. During the past decade, we have witnessed the launch of many sales force automation (SFA) and customer relationship management (CRM) applications and technologies that have promised to more efficiently enable sales and help close business. However, several years on, the performance benefits promised by such…
03
2012Why are there so many new positions for Sales Enablement Managers?
I started a discussion on the Sales Enablement Leader Exchange group in LinkedIn that asked the above question. I believe that this whole area of Sales Enablement is gaining recognition and interest as something that has evolved into a valuable asset. I would ike to share with you one of the comments that came from Len Ramsay who is a principal at Mindful Sales in…
24
2012The Enlightenment of Sales Enablement
I had the good fortune to be invited to join four new LinkedIn Groups all around the area of Sales Enablement. In Brian Lamberts’ “Sales Enablement Leader Exchange” Group, Brian makes this statement: “What exactly is Sales Enablement? Sales enablement is the process of arming an organization’s sales force with access to the insight, experts, and information that will ultimately increase revenue. It is a…