Understanding the Sales Force

MARCH 14, 2014

We recently evaluated a sales force where the salespeople had, on average, only 18% of the attributes of a consultative seller. asked the Director of Sales. Achieve Global has come in 3 times in 3 years to teach consultative selling!". So why didn''t the training on consultative selling stick?

Consultative Selling 253

Consultative Selling Training Conference Coaching 253

BrainShark

JUNE 28, 2023

Why sales coaching matters — a few key points Knowledge retention Sales coaching activities add an interactive element to learning and are an excellent way to ensure knowledge retention and evaluate whether reps can “play back” what they learned in their training. Problems with sales coaching aka what NOT to do 1.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Highspot

OCTOBER 11, 2023

Recruitment and Training Building a competent, successful sales team is crucial. Managers are involved in recruiting, sales coaching and training, and onboarding new sales representatives. Incentives and Recognition Reward top performers with appropriate incentives and recognition.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Vengreso

JUNE 6, 2023

Becoming a Top 1% Earner in Sales Want to join the elite club of top 1% earners in sales? Here’s how: Adopt a Winning Mindset As a Sales Strategy Believe in yourself, set ambitious goals, and keep learning through sales coaching and training best practices, for a better sales mindset.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

Delicious Sales

MAY 2, 2012

Sales Management (2614). Inside Sales (849). Selling Skills (528). Incentives (379). Outside Sales (81). Check out the below video to better understand what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” ” ” Sales Motivation Blog. . Prospecting (4539). Tools (2872).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Understanding the Sales Force

APRIL 19, 2012

On the other hand, when customers are sold consultatively, they tend to remain that company's/salesperson's customers by making repeat purchases. Isn't that a convincing case for transitioning from transactional to consultative selling? which salespeople have strengths that support consultative selling.

Hiring 180

Hiring Consultative Selling Incentives Incentive 180

Janek Performance Group

APRIL 12, 2022

Remember these tips: Expect a yes Embrace the no It’s not personal Celebrate small victories Seek sales coaching and training. In sales, the work-life balance is tipped. With quotas, bonuses, and incentives, it’s hard to shut down. In addition, sales coaching and training can lift a fog. But you can prepare.

Decision Maker 62

Decision Maker Quota Face-to-face Call-back 62