Understanding the Sales Force

MAY 10, 2023

We are now seeing these events in sales organizations: Missed forecasts. The economic crisis of 2008-9, and the Covid lockdowns of 2020-2021 showed us that when companies focus on cost-cutting instead of growing revenue, revenue declines – sharply. Instead of discounting, get better at selling value. Closing delays.

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

Janek Performance Group

JANUARY 16, 2024

This strategy is often employed to reduce discounting that may hurt the company’s bottom line. On the downside: Sometimes, avoiding expenses (even discounting) can make selling a lot more challenging and possibly put your organization at a competitive disadvantage.

Compensation 118

Compensation Salary Commission Margin 118

Vendor Neutral

JULY 16, 2021

August 12, 2021 1 PM EST 10 AM PST. Cold calling is evolving, and performed correctly, it can be a valuable part of the sales process. Hunter accomplishes such through his keynote speaking, sales training, consulting services, and 3 best-selling books: A Mind for Sales, High-Profit Prospecting, and High-Profit Selling.

Cold Calling 52

Cold Calling Hiring Webinar Metrics Advertising 52

criteria for success

APRIL 27, 2022

In 1994, Amazon was a little-known online bookstore that tried to break even by selling books at a discount. Amazon has grown into a behemoth under Jeff Bezos’ leadership. trillion as of the beginning of 2021. Amazon’s net worth is $1.5

Examples 52

Examples Scale eBook Discount 52

Mereo

MAY 12, 2022

In fact, they discovered that in 2021 virtual instructor-led trainings (VILTs) decreased by 16% while self-paced programs increased by a whopping 365%. How can your organization resurrect the best parts of in-person sales training programs while also reaping the benefits of virtual formats? BUILD YOUR BEST SALES TRAINING PROGRAM.

Training 36

Training Travel Exercises Sales Enablement 36

Braveheart Sales

DECEMBER 10, 2020

2021 (thankfully) is weeks away. The end of the year is when many leaders tend to consider transforming their sales compensation plan since a new year equals making a fresh start. The plan should be designed to incent individuals to perform the way leadership desires in support of the company’s goals.

Compensation 52

Compensation Hiring Motivation Incentives 52

Braveheart Sales

JANUARY 14, 2021

And now in 2021, there’s still much trepidation for going back to “business as usual.” There may not be much excitement to add sales headcount either. How can I get my current sales team to sell more? A pricing strategy is more than just telling everyone what the list price is and allowing a certain level of discounting.

Hiring 52

Hiring Discount Decision Maker Lead Rank 52