Monthly Archives: December 2012

December 27th, 2012

Selling Different in 2013

Selling Differently

Steve Jobs made history with his Think Different ad campaign when Apple was in trouble and being pegged as a toy.  The script for the Apple campaign was inspired by words from the movie, The Dead Poet’s Society with Robin Williams:

We must constantly look at things in a different way.  Just when you know something look at it in a different way.”

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December 21st, 2012

Part 2 – Nine Trends in Sales Force Effectiveness and Learning & Development for 2013

Sales Force Effectiveness

Nine Trends in Sales Force Effectiveness and Learning & Development for 2013

(Part 2 of 2)

What are the key trends in sales force effectiveness and learning and development to watch for in 2013, and how can they impact your business? In an earlier blog post, we listed and described the first four trends:

Mobile (Smartphones and Tablets) Social Cloud/Integration Big Data and Metrics

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December 19th, 2012

Nine Trends in Sales Force Effectiveness and Learning & Development for 2013

Sales force effectiveness

Nine Trends in Sales Force Effectiveness and Learning & Development for 2013

(Part 1 of 2)

What’s happening in the marketplace, and how can your company take advantage of it? Technology continues to evolve rapidly, and demographic shifts among your employees and clients are changing buying and selling behaviors and preferences. Many of these innovations impact the areas of sales force effectiveness  and learning and development (L&D).

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December 17th, 2012

The Basics of Aligning Sales, Marketing, Operations, and Finance to Grow Profitable Sales

Sales Alignment to Grow Profitable Business

The Basics of Aligning Sales, Marketing, Operations, and Finance to Grow Profitable Sales

The concept of aligning sales and marketing has been well covered among the thought leaders, pundits, gurus, and analysts that cover these functional areas. Yes — we all know that changing buyer behavior requires tight alignment and that the hand-offs from lead to opportunity to close have to be carefully coordinated for maximum impact. In theory, it all sounds so simple, but in reality, it continues to be extremely challenging to execute. But the costs — inefficiencies, duplicate cost, and dropped balls — are simply too high to give up trying.

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December 14th, 2012

How Pre- and Post-training Skills Diagnostics Can Help Teach Your Old (and Young) Dogs New Tricks

skill diagnostics

How Pre- and Post-training Skills Diagnostics Can Help Teach Your Old (and Young) Dogs New Tricks

When companies undergo a significant strategic change initiative, they want to transform some part of their business in order to make noticeable improvements across the board. Changes within the sales organization often involve putting sales reps through training to add skills, knowledge, processes, or expertise.

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December 12th, 2012

Evaluative vs. Developmental Feedback — Why Sales Leaders Must Understand the Difference

Evaluative vs. Developmental Feedback — Why Sales Leaders Must Understand the Difference

Most people dread feedback. They often react negatively, both physically (heart pounding, dry throat) and mentally (fearful, nervous, defensive), when they hear they are going to give (or worse, get) feedback. They anticipate criticism, and they feel under attack. Ego goes up and receptivity goes down. This is because people look at feedback as evaluative, not developmental — probably because that is how they have experienced it. Although these two kinds of feedback are interrelated, they are very different.

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December 10th, 2012

6 Best Practices for High-volume Sales Hiring to Support Rapid Growth

Sales Hiring

6 Best Practices for High-volume Sales Hiring to Support Rapid Growth

What Makes High-volume Sales Hiring Unique?

Hiring is a part of any sizable business’s daily routine. The companies with the best HR functions help hiring managers find and select sales candidates with the best fit for the job, usually coming with something to offer as well as room for personal growth and development.

What about situations that require high-volume hiring with a goal to hire hundreds of sales people within a short period of time (often a calendar quarter)? There are many reasons for such ramp-ups, including:

Adding a new business unit Expanding into a new territory Keeping up with fast-paced growth Needing a dedicated sales force to sell a new product or service Wanting to upgrade your talent en masse

Recruiting, selecting, and onboarding large armies can be time-consuming and a strain on already tight resources. To be successful in high-volume sales hiring, follow these steps

1) Raise Awareness of Your Company and Open Positions.

The first step in high-volume sales hiring is raising awareness in your industry, region, or functional area. You want the market to know that your company has a large number of openings that it is trying to fill right away. This sends a positive message that business is strong and that you need more talent to keep up with rising demand.

Not all companies are household names or even well-known in business circles. » Continue Reading.

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December 6th, 2012

5 Best Practices for Sales Compensation Management

Sales Compensation

Best Practices for Sales Compensation Management: Start by Aligning Finance and Sales

A Guest Post by Chris Newton, Xactly Corporation

Sales compensation and incentive plans are intended to motivate sales reps, to incent them to perform to their full potential in alignment with the business’s goals. But do those compensation and incentive plans — or the systems and processes used to implement them — do what they are designed to do? Does your plan backfire and frustrate sales reps rather than get them to sell more?

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