A rep is meeting all of the stated activity goals, but deals just aren’t coming together. Plenty of meetings with prospects and a pipeline full of “deals,” but nothing is coming through. The rep is getting very frustrated. So is the boss. Help is needed, what do you do?
Filed under: Sales Leadership, Staff Development | Tagged: closing, deal close, deal closing, decision makers, enterprise selling, pipeline, prospecting, region management, sales staff, VP Sales | Leave a Comment »
Cold calling is surely losing effectiveness as a key strategy for lead generation. It can, however, be a useful part of an overall lead generation program if thoughtfully executed by the right individuals. In my experience, finding good lead generation staff comes down to three base characteristics:
1) Assess call reluctance – find the bounds of discomfort. [...]
Filed under: Sales Tactics, Staff Development | Tagged: Hiring sales, lead generation, leads, Marketing, prospecting, sales skills, sales staff, Sales Tactics, sales techniques | Leave a Comment »
We have all either been this rep, or managed this rep. Why do some reps perform at a very high level one quarter, and turn around and have such a poor quarter after that? I have to assume that when a rep has the skills to make the number in half the quarters, something must [...]
Filed under: Sales Leadership, Staff Development | Tagged: Forecasting, pipeline, region management, Revenue, Sales Leadership, territory management, VP Sales | 1 Comment »
Michael was the top rep in the company last year. He finished the year at 147% of quota…earned top honors in the company and made a mint in commissions.
Filed under: Sales Leadership, Staff Development | Tagged: enterprise selling, Hiring sales, sales effectiveness, sales effectiveness practices, Sales Leadership, VP Sales | Leave a Comment »
The Rock Star that won’t use CRM
Filed under: Sales Leadership, Staff Development | Tagged: enterprise selling, Sales Leadership, VP Sales | Leave a Comment »
What skills should be developed and how?
Filed under: Organizational Sales Effectiveness, Sales Leadership, Staff Development | Tagged: Sales Leadership, sales skills, Sales Tactics, sales techniques | 2 Comments »
If your sales team improved all selling skills, but never adopted your process, would your productivity go up?
Filed under: Organizational Sales Effectiveness, Sales Leadership, Staff Development | Tagged: enterprise selling, Organizational Sales Effectiveness, Sales Leadership, sales skills | Leave a Comment »
