27
2012
The Cost of Not Investing in Sales Intelligence
It always amazes me that more organizations don’t recognize the cost of not investing in sales intelligence. I think I should start by defining what I mean by the phrase “sales intelligence”. Sales intelligence refers to any information, knowledge, or experiences that can be used to educate, enrich and enable the sales force to be more effective and productive. I believe that sales intelligence goes…
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…
11
2012The Top-20 challenges salespeople face
Sales directors and managers spend much of their time thinking about what types of advice, tools and support they can give to their teams in order to improve productivity and performance. That got me thinking. To provide the most effective support for salespeople, you first need a detailed understanding of what challenges, problems and issues they face on a regular basis. So I made a…