Successful selling in a time of uncertainty The famous opening line from Charles Dickens' A Tale of Two Cities could just as easily apply to the selling in 2021: "It was the best of times, it was the worst of times." Supply chain disruptions are impacting everything...
Differentiate from competitors ahead of a post-COVID economy By most measures, jan/san businesses faired well in 2020. Most of our clients had their strongest year ever. While revenue growth was modest, unprecedented COVID-related product demand shifted the product...
Positioning your sales staff for post-pandemic success in 2021. The firms that will emerge the strongest have invested in their sales organizations and are building capability that their competitors do not have. They will have a sustainable competitive advantage.
The Will to Sell and Sales DNA account for more than half of a salesperson’s performance, yet neither is readily observable. It is crucial to understand that salespeople with strong Sales DNA will always outperform their peers, even those with stronger traditional sales skills. The only way to build a world-class sales organization is for you to evaluate and measure the competencies that lead to success.
COVID-19’s impact on society has been astounding. The effect on business to business (B2B) sales is transformational. Leaders can quickly assess their team’s likelihood of succeeding in the virtual selling world by answering four questions.
Firms increasingly rely on cross-selling to generate post-transaction revenue while frequently falling short of fully realizing their cross-selling opportunity. By applying modern analytics, firms can substantially increase the synergistic opportunities that cross-selling offers, but that is too rarely realized.
You may have had the “right” sales model at one time. However, everything has changed. The competitive landscape is merciless, customers are more informed than ever, and now there are economic headwinds.
Sales leaders must be willing to ask themselves whether they can reach their goals with their current teams and if their salespeople are in the correct roles. It’s also important to consider whether the current business model will be able to generate sales growth.
Salesperson ramp up times can be dramatically reduced. The steps are clear, proven, and effective. Shortening ramp up requires excelling at each step. The companies that are committed to the process will build a distinct competitive advantage as they add more elite salespeople who quickly ramp up.
“The single biggest problem in communication is the illusion that has taken place.” George Bernard Shaw During a recent coaching session for a large client, the room was filled with salespeople of various levels of experience and industry knowledge. Some of the...
Great sales are not the result of magical closing techniques. Sales and profitability growth come from measuring and building sales competencies. Your number one priority should be the measurable development of your team. You need to know each of your salespeople’s competencies, precisely where they need to be strengthened, target training, and measure the improvement.
Based on a recent post from Dave Kurlan. About a year ago, Dave Kurlan wrote a very popular article called, Persistence Over Polish, where he discussed the competencies that the top 10% of all salespeople were better at than everyone else. The article identified 5 of...
The internet has changed the role of salespeople. Customers have moved beyond the skill set of all but elite sellers. The sales force of 5 years ago simply does not have the skills to survive in an age of digitally enabled buyers. It’s not that successful salespeople have become “bad” at selling, but their skills have atrophied. Survival requires salespeople to think differently about their customers and have vastly better skills than ever before.
In this article you will learn exactly what your sales managers need to do to transform your sales team.
The data is in and the days of the swashbuckling, self-managed salesperson are over. Top sales forces are closely-managed, disciplined and process-driven. Elite sellers use a of a milestone-centric sales process and are rigorously coached. Here is what the data tells us.