What Percent of Your Sales Team Needs to Be High Performing
What Percent of Your Sales Team Needs to Be High Performing to Drive Meaningful Results?We know from project postmortem results that sales performance is rarely distributed evenly across sales teams. Typically, a minority of salespeople drive the majority of revenue....
How to Be Smarter at Sales Negotiations
Mutually Beneficial NegotiationsFor the kinds of negotiations that satisfy both parties and are likely to create value over time, you need to accept that win-win negotiations are more about cooperation and mutual benefit than confrontation and a zero-sum game. Sure,...
How to Design a Motivational Sales Compensation Plan
The ProblemThe problem for so many sales managers is how to design a motivational sales compensation plan that keeps sales reps motivated to perform. It’s a delicate balance between: Setting quotas high enough to challenge the best solution sellers but low enough to...
Identify a Compelling Sales Trigger to Win More Deals
What Is a Compelling Sales Trigger to BuyExperienced salespeople know that sales success is all about relevance, access, and timing. Your chances of success are greatly increased if you can contact the right person, at the right time, with the right need that matches...
6 Sales Moves to Prepare for a Downturn
A Downturn is Coming at Some PointPundits tell us that, like the next earthquake, an economic recession is inevitable and on its way. The good news is that for both disasters, natural and economic, the right preparation can minimize the negative effects. Does your...
The Top 3 Ways to Get Access to Executive Decision Makers
Access to Executive Decision Makers One of the first steps in any sales process is getting a meeting with your target buyer. Most sales strategies try to go as high in a company as you can, but it is becoming more and more difficult to gain access to executive...
4 Steps to Better Meet Sales Quota
Meet Sales Quota? More than Half Don'tAccording 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 the last...
