If you’re in growth mode, you’re likely adding team members at a high rate. As your offerings become more comprehensive and your staff grows, the way you train and enable your sales reps will need to change. If you provide reps with the right materials, tools, and resources they need
Account-based sales isn’t a new concept, and there are many reasons why organizations make the shift towards this philosophy: Customer centricity is a key tenet. The ROI on account-based sales adoption has been clearly demonstrated over the years. Key benefits include interdepartmental alignment, process improvements, and brand loyalty. What is
Meeting a quota shouldn’t be the only goal your sales reps have. Hold your reps accountable to smaller weekly or monthly goals that build their confidence and give them incremental wins. These smaller goals can also help track progress towards larger goals, and give you more opportunities to correct the
Strong, accurate buyer personas are a powerful tool for your sales team to have, and can drive successful sales numbers. A buyer persona, as defined by Hubspot, is a “semi-fictional representation of your ideal customer based on market research and real data about your existing customers.” Basically, it’s a characterization
B2B lead generation is one of the early steps in a typical marketing funnel or sales process. It involves collecting potential customer’s information—such as name, email, company name and job title—that will be useful to subsequently make a sale. These people are then typically nurtured by marketing automation and passed
Salespeople turnover averages around 34.7 % per year in the United States. However, it can widely vary across industries and companies. A modest amount of turnover is normal, expected, and can be healthy. Every company has poor performers, and it’s a good idea to bring new people with fresh ideas,
As a prior Sales and Service executive for a publicly traded PEO, I’ve been in the fortunate position of working directly with many of the top business development professionals in our industry. Although they have many common traits such as strong work ethic, tenacity, commitment, solid business acumen and persistence,
How can you tell if a sales rep is ready to achieve “next level” selling? It’s both a science and an art. Discerning who is ready to go to the next level is something that consultants get paid thousands for, so it’s no easy task. Here’s some insight to help
Whether you want to play a new sport, speak a new language, or sell more effectively, you will need a coach to guide you through what works and what doesn’t, regular training to learn winning techniques and methods, and of course practice. But first, what exactly is ‘sales coaching’? Sales
Sales Leaders are expected to perform in one of the toughest jobs within an organization. Not only are they expected to be super sellers but must also be great coaches, strategists, and business leaders. When a sales leader starts in their role there are three areas, that if they focus
