31
2014Confusing Statistics about Sales Enablement
Jim Dickie and Barry Trailer of CSO Insights are, without a doubt, the best team of sales research analysts in the business. Every year they provide an analysis of their findings of over 1,200 organizations that they survey. Then, they post their findings for their subscribers to read. In reading through this year’s latest statistics, one thing really caught my eye around their findings for…
28
2013
Sales Content Challenges #1
This is the first article in a series on the value and challenges of producing the type of sales content that motivates customers to buy, drives cross selling and provides sales people with the type of content they need to be more effective and productive. I want to thank my good friend, Stephen Diorio of Profitable Channels, for this summary that was taken from…
26
2013
Keeping your Sales & Marketing teams Accountable
Where does accountability lie within your organization and how do you go about holding people accountable for their performance, or lack thereof? I know a lot of organizations have annual reviews that are conducted by HR or an immediate supervisor of how an individual is performing. Depending on the organization these can be very helpful and detailed or just fluff. It all depends on who…
07
2013
Success is 90% Preparation, 10% Perspiration
We’ve all heard the adage “Success is 90% preparation and only 10% perspiration”. The great scientist Louis Pasteur once said, “Chance favors the prepared mind”. This is an area that I believe needs to be addressed more effectively by sales people and the organizations they work for today. So, let me start by asking: Are your sales people as prepared and effective as they need…
30
2013
How to reduce ramp-up time for new sales hires
In a recent survey conducted by CSO Insights, some 70 % of companies claimed that the ramp-up time for new sales staff ranged from seven months to more than one year. This alarming statistic raises several interesting and important issues: Even though many companies claim to hire only experienced salespeople who can hit the street running, current research and data prove otherwise….
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…