Question: If last year’s revenue was 10 million, and the sales team is on track to end this year at 11.5 million, but the determined goal was 13 million, is the sales team doing well? They are beating last year’s goal so that must be good right? The answer depends on a few things.
If you’re an attorney, advertising professional, architect, accountant, financial adviser, or engineer, you’re also a salesperson. Not what you were expecting? It’s true. If you fall into one of these positions, you likely have to sell regularly to be successful. So here is what a non-sales salesperson should know.
In a moment, your life can change direction quickly. You probably don’t have to think too hard about a moment that has impacted your life forever like a new job, a promotion, the birth of a child, or even a pandemic – these are pivotal moments.
Company alignment can be elusive for even the smallest start-up companies, not to mention companies with multiple divisions or remote employees. As the CEO, aligning your company to succeed starts with you. It would be best to have a company alignment strategy, so here are a few ways to get started.
New ideas, whether it is a way to improve upon a process or something that completely goes against the grain, they are what keeps an organization innovative and moving forward. However, when it comes to getting your team to adopt the new idea, there can be a lot of pushback. Here is how to get better adoption from your sales team.
As the CEO you play an active role in driving performance improvement across the organization. Yet sales has traditionally been neglected by CEOs. Especially if they did not come up through sales, so here are the six key things CEOs should know about sales.
With the invention of the internet, email, and social media, cold calling has become more and more obsolete. It’s not dead, but the strategies behind cold calling have changed – since today’s customers have changed how they get their information and how they buy. Here is what happened with cold calling.
Sales negotiating is a part of everyday life, and it’s critical for more profitable sales and accelerated sales cycles. Poor negotiation techniques can cripple a company just as quickly as losing key customers. While most negotiating strategies seem like common sense, not many salespeople have a defined negotiation strategy or process. Most have never received any training in this area. These five tips will unlock your team’s ability to get the best deal possible.
A Sales Operating System (SOS) is the rhythm or cadence in which your sales team meets and communicates. Many organizations have not formalized their sales operating systems and are running their sales teams in an ad hoc manner. It is good that sales leaders are talking to their team members often, but when was the last time any of your underperformers approached you asking for help?
It’s not enough to have great talent on your sales team. Even if your salespeople have excellent selling skills, real success comes when everyone is aligned with the goals and expectations set by the sales leader while also being motivated and held accountable. So, what does it mean for a salesperson to be accountable? For this article, let’s say accountability is defined as; being held responsible for doing the things that are expected of you.