Mindy Murphy, on January 19, 2021
Can you say yes to each of these statements?
If you answered no to any of these, it’s possible you have some talent issues to address.
Deborah Fulghum, on January 18, 2021
Managers often reach out to us looking for creative ways to recruit top-talent to their companies.
Unfortunately, most wait until they're in need, when in reality, consistent searching and recruiting to keep their talent banks full would not only prepare them for the future, but also save them money and time when the time comes to fill a position on their team.
Amanda Meade, on January 15, 2021
-Mark Twain
Nearly a year in and we’re still not ready to call it a new normal just yet.
With the shift to work from home, remote selling has become a cornerstone of successful sales strategies in 2020. And with a new year just around the corner, many sales leaders are wondering how to navigate the uncertainty of 2021.
Life is still very much in flux, so we decided to ask the sales community how they’re doing: what’s working, what’s not, and how WFH frontline reps and sales leaders are adjusting to moving into 2021.
Here’s a look at what they had to say. >>> READ MORE
Jim Hopes, on January 14, 2021
There's certainly a lot of banter these days about how many contacts a salesperson must make in order to secure an appointment. We all know it takes more than 2 or 3 calls, but how many does it really take, and why?
The Center for Sales Strategy, on January 13, 2021
The pandemic affected more than just the health and daily lives of people across the world. It affected behaviors and perceptions—including how media is used.
With media plans reconfigured and millions of dollars’ worth of ad budgets shifted - to say the rug was swept out from under the advertising industry is an understatement.
In case you missed Episode 8 of the Improving Sales Performance series, here’s a breakdown of the conversation that host, Matt Sunshine and guest, Gary Pizzati had on how many traditional clients are buying and selling in 2021. Plus, recruiting and selecting top talent, the impact of technology, and how to keep a sales culture alive during these unprecedented times.
Kurt Sima, on January 12, 2021
"I see the value in spending time with my sellers in the field coaching them, but I just don't have the time."
We’ve heard this a lot from sales managers over the years, pre-COVID and during COVID. Finding time to watch sellers in the field is a challenge to time-starved managers. The average time to coach a seller on a typical 30-minute, face-to-face appointment is actually around two hours when you factor in things like travel time to and from an appointment.
One of the positive outcomes of COVID is the ability for managers to sit in on appointments with sellers when they conduct virtual meetings with customers. These virtual coaching opportunities—also known as Zoomalongs—provide an extremely efficient method of coaching at a fraction of the time of a face-to-face coaching call (30 to 45 minutes versus two hours).
Here are some thoughts and tips on how to get the best ROI on virtual coaching opportunities.
Amanda Meade, on January 11, 2021
Amanda Meade, on January 8, 2021
-Nelson Mandela
Many businesses are more than happy to see the year 2020 come to an end after facing the enormous challenges of pandemic, quarantine, recession, supply chain issues, and the list goes on.
Restoring growth in revenue and net income during the year ahead will require company leaders to fundamentally change the way they think about their Sales Organization. It's clear that the world isn’t just going to return to business as usual.
That doesn’t have to be a negative, as there are opportunities the pandemic has revealed that you can capitalize on if you are paying attention. If your business relies on a direct sales organization to drive revenue, consider these strategies to Pandemic Proof your Sales Organization. >>> READ MORE
The Center for Sales Strategy, on January 7, 2021
What is your sales culture? Do you even have one?
We frequently hear from sales managers the need for a “sales culture,” but often they don’t really know what their own sales culture is or how to build one.
Amanda Meade, on January 6, 2021
Imagine one of your sales reps has an important sales call with one of their biggest sales lead yet. You've coached them, doubled-checked to make sure their equipment works and they know what they need to about the offer.
But they get on the call, and it doesn't go so well. The prospect sounds annoyed and hangs up before your rep can fully explain the product or service.
Don't let this happen to your sales team! Keep reading to learn how you can use questions to improve sales skills and increase sales.
