Critical Checkpoints On the Path to Quota

Your sales team has an end goal in sight—quota…but do they know how to get there? It is a long way from prospecting a new account to making a final sale. There are lots of twists, turns and decisions sellers have to make along the way to closing a deal. Some companies drop sellers off at the starting line and say, “See you at the finish line!” But smart companies give s ...

After the Sale: How the Customer Experience Still Matters

Top-performing sales professionals understand that securing a sale isn’t the end goal. These professionals have a longer view of the customer experience and know that a sale is but a step in a much longer journey. For newer sales reps, or those in high-churn industries, it is easy to think of landing the sale as the termination point. This is understandable, as many sales reps’ comm ...

Sales Forecasting: One Size Fits Some

Sales forecasting is fairly consistent across organizations around the globe. The standard forecasting process usually begins with lead identification. The lead is then qualified and an attempt is made to understand the prospect’s needs. A proposal is presented to the prospect to address the needs, and the sale is usually either won or lost shortly thereafter.  

What “Winning Hearts and Minds of Salespeople” Really Means

There is a lot of talk in the sales world about “winning the hearts and minds of salespeople” through training, but what does this really mean? How do sales managers win the hearts and minds of salespeople and what impact does it have on sales force performance?    If we take away all of the fluffy “hearts and minds” language and examine the “reas ...

2015 Sales Force Productivity Conference - Call for Presentations!

Sales Management Association's fifth annual Sales Force Productivity Conference is 12-14 October at Atlanta's Marriott Marquis Downtown. We’re accepting presentation proposals now. Have an idea for a workshop, presentation, or panel topic? Let us know! Presentations will focus on these core topics: Aligning Sales Force Strategy Innovations, Trends, and ...