This article discusses the challenges that business leaders face when trying to measure the competencies and skills of their salespeople. You know the old saying that goes, “You don’t really know someone unless you’ve walked a mile in their shoes”? When I was first...
If you are disappointed by the lack of exceptional performance when hiring salespeople, you are not alone! According to a study of over 2 million salespeople by Objective Management Group (OMG), only 26% of salespeople have the sales skills to make them successful. With so many unsuccessful salespeople, it is no wonder so many companies struggle to grow sales revenue as quickly as they would like.
In this final article we illustrate how companies can adopt a systematic approach to deliver sustainable improvements to sales performance. We provide real-world advice on how companies can address changes to management of strategy, processes and people. Through action in these areas, companies can drive sales success during the Covid era and beyond.
This article focuses on the management of people as a key component to overcoming challenges brought by the Covid crisis. Business leaders are having to re-assess the ideal competencies sales teams require in this new environment. We discuss how companies are selecting, training and motivating their salespeople for success.
This article focuses on some of the sales management processes that companies are using to support new strategies adopted during the Covid crisis. Companies are having to revisit sales process design, pipeline management and the use of technology to better engage with customers and prospects in an altered marketplace.
This article focuses on some of the sales management strategies that companies are using to adapt to challenges brought by the Covid crisis. Executives are having to re-evaluate the needs of customers, adjust how they position their products and services in light of market changes, and align the organisation around new sales strategies.