Today’s marketplace and technological landscapes are marked by constant change. Rapid advancements in technology, new entrants into the competitive arena, and quickly evolving expectations and demands from customers all contribute to a selling environment in which the challenges sales organizations face seem to increase almost daily. As a result, selling skills that were once top-of-the-line…
Read More
According Salesforce’s 2023 “State of Sales” report, today’s selling environment is particularly challenging: almost 70% of sales professionals say that selling is harder now than it used to be. As the report notes, the sales landscape has become “both more competitive and resource constrained” due to factors such as supply chain disruptions, global inflation, and…
Read More
In today’s tumultuous job market, finding and retaining top talent is an ongoing priority for most companies. That’s especially true in sales: average turnover among sales reps is almost triple that of other occupations. Tragically, the seeds of disaffection are often planted at the very beginning of a rep’s tenure in the organization. That’s why…
Read More
Experienced salespeople know how vital confidence can be. Confidence in your products, your brand, and your ability to find the right solution to a prospective client’s problems are all crucial parts of building trust with clients. Infamous coach and public speaker Tony Robbins describes this concept as “immediately putting a customer at ease by talking…
Read More
Many sales managers devote considerable time and resources to coaching and training. Most are significantly short on time but under enormous pressure to develop sales enablement strategies that deliver results. Although most have an abundance of data at their fingertips, many don’t have access to the type of information they need to evaluate the long-term…
Read More
In today’s highly competitive business environment, the companies that reap the greatest marketplace benefits find ways to optimize their sales organization’s performance. Research shows that businesses that do a good job of honing the skills of their sales staff perform 17% better than those that don’t. That’s why many organizations now consider using artificial intelligence…
Read More
Sales enablement is not just a buzzword. Companies of all sizes and industries see results when they have concerted programs and efforts supporting growth and training. After two years of these approaches, organizations see a 48% higher customer engagement rate. Most companies are shifting toward including dedicated sales enablement roles or programs in their organization,…
Read More
One of the best approaches for ensuring more consistent progress with sales enablement efforts is to set KPIs (key performance indicators). You can then set goals, establish how to measure your pursuit of those goals, and have robust historical data to gauge moment-by-moment growth and trend lines. Whether you combine this tried and true approach…
Read More
Efficiency is tightening up most revenue engines: CRMs are eliminating manual admin work; automated marketing tools allow for better timing and personalization; team-wide communication tools are more practical and intuitive than ever. But training remains trapped in conventional systems and processes. This is bad news when your organization already knows the value of shifting to…
Read More
It’s no secret that being a salesperson is stressful, especially when everything from their income to their performance reviews are tied to that one critical number: revenue. But solely evaluating salespeople by the revenue they bring in during a specific month, quarter, or even year gives you an imprecise look into their value and performance.…
Read More