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Can Self-Managed Sales Forces Succeed?

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.

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The Inside Story on Inside Sales

While the trend toward inside sales has been growing for several years, over the course of the past six months, our clients have been asking about this topic more than any other. This article discusses the growth of inside sales and the appropriate role for inside sales.

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The Voice of the Modern Buyer

Customers are increasingly choosing value-differentiated consultative sellers and marginalizing product jockeys. The challenge for leadership is to assess, adapt and re-skill their sales teams so they are aligned with the needs of the modern buyer. Selling to modern business customers becomes easier once you hear their voices.

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What Makes a Sales Person Elite?

Everyone wants a salesforce comprised of elite sales people. The question is how? The starting point is understanding the qualities that make “A” players different form everyone else. The next step is measuring your existing sales team and all sales candidates along three important dimensions (the Will to Sell, Sales DNA, and Tactical Skills)

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Thinking About Changing Your Sales Compensation Plan? Think Again!

We are frequently asked about sales compensation. In most cases, company leaders are considering changing their company’s sales compensation plan after sales performance fails to meet expectations. Management is hoping that modifying the sales compensation plan will motivate their sales force to find new business. Read why it rarely works.

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Thinking about Amazon?

The distributors that will succeed understand the new reality. They will have the courage to dive into the capabilities of your sales team to determine how well they are suited to selling in the age of Amazon is the first step and the foundation of everything that needs to be done to succeed.

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Hiring Millennials for Sales Roles

As Millennials enter sales organizations in greater numbers, we are increasingly asked how well-suited the new generation is for sales roles. The data is in. Here are the facts: Millennials are just like everyone else, so be careful when you hire. Elite salespeople are few and far between.

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