Video-Based Learning: The Key to Preparing Sales Reps for the Empowered Buyer

This blog has focused recently on the new realities facing B2B sales organizations as buyers take increasing advantage of more information, analysis tools, and online feedback from fellow buyers. Indeed, sales teams have ceded much of the power that traditionally enabled them to enter into the sales funnel and control the flow of information on everything from product/service comparisons to pri ...

How Important is Sales Process for Sales Performance?

As sales managers, it’s our job to drive sales performance. The question is: what actions, specifically, should we take to do that?  Recently, the RAIN Group Center for Sales Research undertook a major study to determine what those actions should be. The results were fascinating, especially as they relate to how sales process correlates to top performance.    For ou ...

Fairness – It Is Deep Within a Salesperson’s DNA

Fairness matters to salespeople.  Research conducted by University of Houston professor Mike Ahearne proved that eliminating overachievement rates and capping payout in the sales comp plan will result in reduced revenue. Even some studies and research in the animal kingdom can be used to better understand salesperson behavior. One study done with capuchin monkeys (which scientists value fo ...

What Responsibilities Are Core for Sales Operations?

The term “sales operations” describes a set of activities that support sales force efficiency and effectiveness. The Sales Management Association’s recently completed research into sales operations’ practices, challenges, priorities, and emerging trends reveals new insight into this emerging corporate function.   This research found that sales operations departm ...

6 Skills Necessary to Take Charge of Sales Forecasting Accuracy

How happy are you with the accuracy of your company’s sales forecasts? If you are like most sales leaders, you may feel that there is a little room for improvement. Or, if we are being completely honest, maybe a lot of room for improvement. In a survey of 52 companies, the Sales Management Association and Vantage Point Performance found that 74% of sales leaders felt their company’s ...