Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. Prospecting is hard enough at the best of times but how often is the best prospecting tool available to us left under-utilized? In fact, how often is it literally staring us in the face and we ...
In today’s world in which a buyer can totally bypass the traditional buyer/seller relationship, sourcing product or service information directly online, the requirement to restructure your sales force to match up with these buying patterns has become even more crucial. In their excellent book Rethinking the Sales Force, Neil Rackham and John De Vincentis explore ...
The most critical component in creating a high performance sales team is attracting and selecting the right level of talent. However, hiring correctly is still the number ONE problem in most organizations. While the jury is still out on the on college national signing day and their recruitment of high school seniors, and if you ...
You may impress them by accident on occasion, but hit and miss success won’t earn you the brass ring in the long run.
Our number one goal is to make work as easy as possible for salespeople and sales managers. Our most recent effort along this line is our new Gmail Inbox App–if you, like millions of others around the world, work in Gmail, you don’t need to switch back and forth between Gmail and Pipeliner CRM. It’s ...
If you have two reps doing exactly the same things, high activity, strong energy hunting in their patch; the big differentiators of output and results are emotional intent and positive attitude. Positive intent and a smile are infectious. Sales is an extremely repetitive job so the only way to save your day is true selflessness ...
Does your office have some fun activities to offer to your sales team? A Ping pong table, maybe? A big TV to watch the favorite sports games? Office-wide outings? Well, if it does not, it might be the first sign of an environment that does not attract and retain the best sales experts. How do ...
Sales compensation is strategic, any new plans must be in alignment with any business goals that can be impacted by the sales organization. Your sales management team must understand your company’s overall goals and structure compensation to align with them. In short, sales compensation should be not just a tactical focus for your organization, but ...
