How To Make Your Products Or Services Stand Out

Securing sales comes down to persuading the customer to choose your solution over your competitors. Not only do you have to convince the customer that your company and products are different, but you also have to convince them that the difference is worth paying for. Here are a few ways to make your product and services stand out.

Here’s an ideal way to manage sales people

One of the most common questions we hear is, “What’s the best way to manage sales people?” The dilemma is understandable. Unlike other functions, sales is often done out of […]

Sales Commission Structures That Drive Growth

Many CEOs fear that they don’t have the right incentives in place for growth. There are two scenarios we often see; A) the salespeople have built a nice book of customers and are busy managing that base. Their salespeople are content with their compensation, so they spend very little time doing the hard work necessary to bring in new business. Or B) The salesforce is so focused on getting new business that there’s an alarming rate of attrition among the existing clients because no one is paying proper attention to them. Here is how to create a commission structure that will drive growth.

Why An Open-door Policy Doesn’t Work

Do you need a way to accelerate improvements within your sales organization? What about scheduling more meetings? (Politely holds ears while you grumble.) Please hear me out, because I’ve got a solution that will result in better use of your time and will help you focus on more tactful strategies. It is called a Sales Operating System (SOS). No not the universal code for extreme distress, rather a way to improve your overall sales performance and to save you from your own sales anguish.

How fit is your sales team?

Why do people hire personal trainers? They already know they need to eat better and exercise more, but a trainer will develop a customized work-out routine, push them harder than […]

Hiring the Right Salesperson - Part 4: The Questions

In our last post, we tackled the interview process. In this one, our final installment in the Hiring the Right Salesperson series, I will leave you with specific questions to […]

Hiring the Right Salesperson - Part 3: Sales Is a Contact Sport

Sales is a contact sport! While I don’t use many sports analogies, I think this one is appropriate. The NFL Draft just concluded and I continue to be amazed by […]

Hiring the Right Salesperson - Part 2: The Selection Process

In my last post, I discussed the importance of identifying the type of seller who will succeed with your products or services. The next step is in the art of […]

Hiring The Right Salesperson - Part 1

Knowing Your Red Box Throughout the year many sales leaders are working hard to fill open positions. While the goal is simple enough — to improve coverage and drive growth […]

Your Practical Sales Plan Is More Important Than You Think

Focus on the importance of sales plans. Many salespeople are quick to laugh off the idea. To a great many, sales plans are a mere formality used by organizations at the start of the year to provide forecast data to C-level executives. Once those forecasts are adjusted to acceptable levels, what happens to the sales plans? Typically, the plans are filed away only to be glanced at quarterly, biannually, or never again. Here are four advantages of having a practical sales plan.

Sales Management: Win More Time to Win More Wins

Early this April, Pivotal Advisors partnered with The Sales Management Association to host a Webinar to give sales managers specific insight into how they can win more time for strategic, team- and sales-cultivating work. Titled “Visibility for the CEO, Sanity for the Sales Manager,” the Webinar was an opportunity for us to share proven best practices in managing up. However, because leisurely moments are so rare for sales managers, we have summarized in this blog, the three best practices in managing up discussed in the Webinar.

Bob Is A Great Salesperson - Too Bad His Title Is Sales Leader

Does this sound familiar? Six months ago, you promoted "Bob," an outstanding salesperson who has excellent skills and the respect of the sales team to sales leader. Today, Bob is busier than ever — on calls with the other salespeople, helping to close their deals. The new salesperson hired to replace Bob is struggling, generating less revenue than Bob did in his former role.

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