Partners in Excellence

JULY 23, 2020

Fewer than 10% of the deals won required a discount (outside of normal volume discounts or quarter end incentive programs). While the sales person had all sorts of arguments suggesting discounts were required for all her deals, it was really a selling skills issue. We looked at the lost deals.

Discount 109

Discount Incentives Incentive Competition 109

Highspot

JANUARY 4, 2024

Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. This process ensures the training program is laser-focused on bridging these skill gaps. Tie incentives to specific goals and milestones related to the new product.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

The Spiff Blog

AUGUST 25, 2022

When a sales rep doesn’t have the necessary selling skills, leaders have options. But when a rep lacks the motivation or drive to succeed, course correction becomes infinitely more difficult. In today’s blog post, we’re introducing you to a performance management framework called the skill vs. will matrix.

Commission 78

Commission Compensation Motivation Intent Signal 78

LeadFuze

JULY 13, 2021

As it turns out, 80% of all marketing interactions need some kind of follow-up interaction five times over the course of 12 months (or another similar measurement). By learning from each setback and improving your marketing skills, suffer less rejection and have greater success over time. How to Motivate Your Sales Team.

How To 98

How To Top of Funnel Decision Maker Face-to-face 98

LeadFuze

JUNE 4, 2019

It’s more about getting your customers to convince themselves to buy from you as opposed to influencing with “amazing selling skills”. A good sales person can read their emotions, both positive and negative, and plan a course of action to either diminish it or reinforce it. Management style. Influencing experience.

Training 76

Training Influencer Quota Call-back 76

LeadFuze

MAY 17, 2021

Of course not. Just keeps in mind that the very fact you are looking to grow your team is of course a GOOD thing – it’s a sign your business is thriving and growing. With all this in mind, of course, you realize growth is good but it doesn’t mean you can’t still dread the process just a little bit. None, of course.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

Sales Hacker

APRIL 22, 2022

Sales reps can use this forum to showcase their key selling skills, strategic and critical thinking capabilities in the past quarter. Pipeline health: Look at the existing pipeline to analyze the number of deals, average size of a deal, engagement rate, close ratio, and of course the sales velocity.

Top of Funnel 90

Top of Funnel Hiring Forecasting Quota 90