One effect of our "feedback culture" is that many people struggle to really explore and understand what their unique strengths are. Our culture’s deficit model, so focused on identifying and fixing our weaknesses, complicates this process even more.
Even if salespeople have undergone progressive sales training, there's no guarantee that they will be successful. In-Field training and coaching is an ideal opportunity for the Sales Director or Sales Manager to assess the ongoing training needs of their team.
Good post here from HBR “Why Customers Don’t Buy“. Some good points to remember here for anyone involved in selling to larger organizations. Any of these “stresses” may come into play on a deal. In my experience, the best salespeople understand these well and know how use these stresses to their advantage. “Stresses” your propsective [...]
Here are four things you need to do in order to fully realize the benefits that an outstanding CRM system can provide for your entire organization.
Trust is at the heart of our everyday interactions, and central to the machine that fuels business. In business relationships, such as the relationship between an employer and his or her employer, trust breeds productivity.
When change happens, it’s often hard to predict what’s next. When it’s extreme change, as we experienced in the economy over the last year, you need to be prepared to ‘turn on a dime’ to respond to the adjustments in your environment as tasks once well understood metamorphose into unforeseen and unfamiliar challenges.