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 [...]
Editor’s note: Salesforce Work.com is proud to welcome Donal Daly as a guest author on the Work.com blog. Donal is CEO of The TAS Group, a recognized author, and an expert on Sales Performance. The following post dates back to 2009, but it’s still quite relevant. A few things happened recently that, together, gave me cause to think [...]
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.
One of the questions we are often asked is how can a manager improve the performance of their sales team. Well, the truth is that like most other things in business, selling is a numbers game. Most sales organizations keep track of their numbers in some way. But not all numbers are created equal. Some tell you the score, and others can help you impact the score you will get. That is the difference between Lagging and Leading Indicator. They are both important but have completely different purposes.
Just a reminder that our Sales Coaching Master Class webinar with Tony Robbins and Walter Rogers of Cloud Coaching International is tomorrow May 14 at 11am PDT. This will be a great webinar with a ton of valuable information on how to coach your sales reps for better performance. Sign-Up for Sales Coaching Master Class [...]
Our friends at the The TAS Group, recently completed a global study of sales performance. We thought the results were pretty interesting, and thought we would post here. The full report will probably be available by late April. You can contact the The TAS Group directly if you’d like a copy. This data originally posted on 365 Deal Maker. [...]
