April 2012
10 posts
3 tags
The 3 Key Elements of Commercial Insight →
Commercial teaching, that is, the ability to teach customers something new about their business, is a cornerstone of the “Challenger Selling Model”. Yet for sellers is often difficult to differentiate reasonable but foregone business observations from impactful insights that can call a customer to action.
Credible, relevant, disruptive, and linked to you unique strenghts - any...
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Why Becoming a Sales Management Ninja?
Why becoming a sales management ninja? Because, we believe, that’s what it takes today. Many factors - both internal and external to companies - are making the sales management profession more complicated and challenging than ever. Companies expect of their sales leaders to “do more with less”. In this scenario, sales execs won’t be able to stay ahead of the game by simply...
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A Few Words of Wisdom on Sales Strategy Execution
In principle, carrying out the sales strategy process should be a straightforward task: once your revenue and margin targets are set, you define the sales strategy (i.e. how you’re going to attain your goals) and take care of effective sales strategy execution.
But this is easier said than done.
[[MORE]]There are several barriers to strategy execution that companies need to take into...
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7 Ways to Design Better Sales Training Programs
When we ask sales executives to talk about their Sales Force Learning & Development (L&D) programs, the lost faces that we normally see say more than a thousand words.
The fact is, when it comes to sales training, sales leaders show mixed feelings. On the one hand, they understand that engaged and capable salespeople drive good sales strategy execution. On the other, they know that more...
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Are Your Sales Managers Good Sales Managers? 7...
In this post, we talked about the importance of first-line sales managers in virtually any sales organization.
Here we want to get this important message across: you should be constantly evaluating the quality of your sales management team. [[MORE]] Particularly when one of your sales teams doesn’t perform up to expectations, set out to ask yourself these questions about the team’s...
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3 Ways to Get Your Coverage Strategy Right →
Modern sales organizations should regularly wonder: “Which accounts should we focus on?” “Are our sales resources deployed in the most efficient way?” “Are our back-office and support resources aligned effectively to our sales effort?”
This Sales Challenger blog post explains 3 effective ways to address these and similar questions.
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Do You Know How To Team-Sell?
Albeit important, the skill level of your key account managers, alone, is unlikely to guarantee that your KAM program will succeed. There’s another, frequently neglected success factor that you should take good care of: the quality of support that your KAM team gets from their organization in their efforts to serve the account.
[[MORE]]Otherwise said, yours may be the best key account...
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Nurture Your Sales Talent Pipeline Through Better...
Training, compensation, and CRM are vital to any modern sales organization. Not surprisingly, sales executives rank them as their top selling excellence drivers. What often comes undervalued is recruiting for sales force success. Yet for many companies recruiting is the most important sales force effectiveness driver and at the same time the most difficult to do well.
[[MORE]]Bad recruiting can...
