Archive
May 2021
How to get a Faster ROI on Salespeople
As the economy is recovering, many businesses find themselves adding salespeople to drive growth. However, those same companies have historically struggled with hiring and getting new people to pay for themselves and provide a positive ROI in a timely manner. As soon as they are hired, new salespeople are an immediate drag on Net Income. So how do you change that? Research by Glassdoor found that organizations with a robust onboarding process improve new hire retention by 82% and productivity by…
Find out more »PPA| Sales Enablement Tools
Your email is likely bombarded with tools that could help your sales team. Which ones are most helpful and how do you even know what’s out there? More importantly, how do make sure people actually use them?
Find out more »June 2021
Peak Team Training – Differentiation
When customers can’t easily understand why your offer is better than any other choice, they’ll default to buying the cheapest option, and then all your conversations become about the price. Learn to be clear on why you’re better and how to differentiate yourself from the competition. Most companies’ products and services are good, they have attentive people and provide decent service. So how will your buyers choose to work with you over someone else? This is the primary job of…
Find out more »PPA| Performance Management
Are you taking enough time outs to win the game? The best Sales Leaders don’t allow performance to get off track very long and are faster to make adjustments. They also make it a routine part of what they do.
Find out more »July 2021
PPA| Riding Shotgun
Are you helping or hindering when you observe your salespeople? How do these become helpful vs. intimidating and an opportunity your team begs for?
Find out more »August 2021
Webinar | The Three Silent Killers of a Sales Organization
Sales teams are plagued with hundreds of problems a year - some you have no control over, but others can be managed to create minimal impact. After working with hundreds of sales organizations, Pivotal Advisors has identified three silent killers of a sales organization that can cause issues, hinder your productivity, stunt your growth, and limit your ability to manage your sales team effectively.
Find out more »PPA| Sales Management Levers
What bets can you be making with your sales organization? When planning or working to adjust the team’s performance, what really makes a difference. You don’t often have the authority to make all the decisions so what levers can you pull?
Find out more »September 2021
Peak Team Training – Negotiation
You work hard to find an opportunity and ensure your solution meets the customer's needs. Somehow through the process, they end up asking for a lot, and part of your sale disappears through discounts, concessions, and lost time. Join us in learning how to maintain your value throughout and make it a win/win for you and your customer. Every sales process includes a series of negotiations, and customers are often better trained than sellers at getting what they want in…
Find out more »PPA| Change Management
Rules must be changed once in a while, but are you doing it well? The cost of confusion is high during times of change. Learn how different levels of change require different approaches and how most leaders do this backward.
Find out more »October 2021
PPA| Big Strategic Thinking
What does “thinking strategically” mean? We’ll be discussing how you add value to your company by learning how to create new opportunities beyond what you’re doing today.
Find out more »For more information on the Pivotal Peak Alliance contact Gary Braun. Join a community of companies with the best sales leaders on the planet.