Meet Sales Quota? More than Half Don't According to Salesforce’s latest annual State of Sales report, 57% of sales reps miss quota and only 16% expect to exceed quota. Something’s not working right. What’s Going On? We have worked with over 15,000 reps in...
Not Every Solution is Right for Every Customer Sophisticated buyers know there are real differences in the products, services and solutions being offered. Experienced solution sellers also know that any meaningful differentiation needs to be...read more
The Top 10 Sales Excuses When sales targets are missed or when big deals are lost, it can be a challenge to sift through the Sales Excuses to identify the top reasons sales reps miss quota. When we ask our clients, the top 10...read more
Setting Sales Targets Mistakes to Avoid No sales leader ever claimed that setting realistic and achievable sales quotas was easy. But most sales managers make it more difficult (and failure-prone) than it needs to be. Based on...read more
4 Ways to Avoid Sales Obstacles Want to avoid sales obstacles customers throw in your way when the stakes are high? The secret is to first prepare for the most common sales obstacles and then to put the customer in the driver’s seat. The...read more
Leading Sales Metrics We define leading sales metrics as measurements of key sales activities that are both predictable of the results you want to achieve and under your control to influence. Many sales teams do not take advantage of leading sales metrics to paint a...read more
Salesperson vs. Sales Leader Some sales leadership barriers to success certainly exist, but why do so many salespeople seem to lose all their common sense and sales expertise when they are promoted to sales leadership? Presumably they received the promotion because...read more