Plan and ask questions that take the buyer through the entire buying process. Many salespeople ask many need questions at the beginning of a call and then move to advocacy for the balance of the call.
Protecting margin is one of the key aspects of “perform” for a sales force.
Recently we were gaining insight into one of our customer’s sales goals. To do this we explored the current Key Performance Indicators (KPI’s) they used to measure sales success. We then asked them to share how top performers were doing against the KPI’s.
What we heard was not as uncommon as you might think. The senior team shared that they were having challenges around defining their top performers. Why? There are several reasons top performers are mislabeled. In this case, it was one of the most common mistakes.
How important is sales coaching to your team’s success?
Our results show that when the sales manager is actively involved in Momentium and reinforces what is learned, sales lift is increased and into the double digits
As it turns out, 74% of top performing companies say that sales coaching is the most important factor in sales enablement and readiness
And perhaps most importantly, 46% of sales representatives
Two habits that drive success for sales teams Your salespeople are driven by many different goals. There are extrinsic motivators, such as bonuses, commissions, and awards, as well as intrinsic motivators, like a competitive spirit and the drive to succeed. Whether or not someone is successful in sales depends on the types of habits they…
