Susan McCullin, on October 26, 2021
About half of all sales reps don’t achieve their yearly quotas.
Reasons for not hitting quota vary from not having enough opportunities in the sales pipeline to not following a sales process. Additionally, sales quotas have risen, yet the percentage of reps making their quota has fallen.
If your salespeople aren't hitting quota, here are a few questions to ask yourself. Remember, a quota is only valid if it's aligned to your organization and employee success.
Amanda Meade, on October 25, 2021
According to a LinkedIn report, women represent 39% of the workforce in sales – and only 21% of Vice Presidents in Sales are female.
The State of Women in Sales report shows that the sales industry has the second largest gender equity gap in America. Why aren’t more women in sales?
Aside from being a demanding career, sales professionals are up against a lot of biases accusations such as being “manipulative,” “pushy,” and “dishonest.” Women are often preconceived as being too emotional for a sales career. But we’re here to debunk that myth.
Amanda Meade, on October 22, 2021
- John C. Maxwell
For sales leaders, getting the tech stack right can be a challenge.
On the one hand, the B2B sales space is flooded with solutions that each solve a different problem, so it’s easy to overcommit to a stack that speaks so many different languages that eventually it’s impossible to get a clear picture of what’s going on in the sales organization.
And this is clearly a top of mind issue for many sales leaders. In a recent Selling Power survey of more than 150 B2B sales leaders, two thirds reported that they’re already using at least two to four systems and are hesitant to add more. >>> READ MORE
The Center for Sales Strategy, on October 21, 2021
Over the years, we've seen a pattern with media sellers to pursuit of prospects who welcome ideas that include digital.
Selling digital as part of an integrated solution requires a certain kind of prospect that will "get" what you're talking about with respect to integrated solutions. To help navigate through your best opportunities, try these tips as you prospect and plan your approach.
Amanda Meade, on October 20, 2021
The new season of the Improving Sales Performance Series has a slight twist.
Host Matt Sunshine is joined by co-hosted by Stephanie Downs to focus on celebrating, honoring, and recognizing #WomenInSales for the month of October.
To start the season, Nicki Harkrider-Probey (VP, Local Revenue Officer at TEGNA) and Jessica Hagan (President & General Manager at KTVB News Group) join the show to share their insight, tips, and knowledge on various topics that help companies improve sales performance.
Tune in now or keep reading for a brief overview.
Stephanie Stoll, on October 19, 2021
You may have heard this phrase exclaimed in many different ways: “Our people are our greatest asset”.
But what exactly does that mean? And if people truly are an essential ingredient to running a business, how do we ensure that they remain a strong and steady force?
Hiring the best without investing and nurturing their talents is one of the biggest mistakes an organization can make. Let’s take a look at some of the facts and figures on employee development.
The Center for Sales Strategy, on October 18, 2021
When you've been in the industry for a while, you realize the astounding similarities between sports and business. Like sports, sales is a highly-competitive field, and you must have the ability to think on your feet with rock-solid professionalism.
In both, success boils down to having a winning attitude that demands discipline and attention to detail regarding how you prepare and perform.
As an athlete, it’s vital to understand the basic concept of agility — the ability to change your body’s position by having quick feet. As a sales manager or consultant, rather than applying the phrase, “Move Your Feet” to your body, you must apply it to your mindset and tactics.
Amanda Meade, on October 15, 2021
- Tony Robbins
The Center for Sales Strategy, on October 14, 2021
Once you present a solution to a prospective buyer or client, two things happen.
It becomes either Close Won or Close Lost. Close Won is obviously the ideal or desired scenario, but what happens when your pending deal is Close Lost? Is ALL lost? Maybe not.
Ask yourself these three questions to determine if you can change a Close Lost scenario into a Close Won.
Elissa Blankenship, on October 13, 2021
Your recruitment strategy pivots on how you effectively use and deploy different tactics (and mindsets) to reach ideal candidates.
There's no question we're in a talent shortage, and if you're curious about some of the ways to reach candidates using social media, make sure you take a look at these insights on best practices.
