Monthly Archives: May 2012
Once upon a time, a savvy sales leader hired a sales training organization to improve his team’s sales performance. His reps learned all the newest sales methods available, and they were all convinced they’d knock their sales quotas straight out of the park for years and year to come.
But then it came time to apply what they’d learned. Sales performance levels stagnated. Quotas weren’t met. Reps either didn’t change, or changed briefly and then reverted to the old way of doing things.
By Jim Brodo, SVP Marketing
Using social selling in the sales process to accelerate revenue is a hot topic, but it requires an expert balance of art and science. It also greatly depends on your stage of the sales process.
How effective are you at selecting the right tools and using them at the right time in the sales process — in a way that delivers value to your prospects, your company, and your customers?
Organizations need good management — no argument there. But high-performing sales teams are not a result of mere management. They are fueled by transformational leadership.
Effective closes are not the end of the sales process