The role of the sales executive in building a high performance team is changing, and this is largely due to the shift in communications to digital content based interactions. Executives far and wide are being told to do more with less, and make better use of supportive technology.
The fundamentals still play a crucial role in this new paradigm, and this week we take a fresh look at those fundamentals of sales performance management, and how new thinking is weighing in on traditional concepts.
Topics: sales enablement, sales enablement technology, sales process, sales performance management
Originally Posted in FierceCMO: http://www.fiercecmo.com/story/top-5-b2b-marketing-predictions-2015/2014-12-16
Topics: business collaboration and sales enablement, sales enablement, mobile sale enablement, Adaptive Sales Enablement, sales enablement technology, multi-channel engagement
Over the years, many effective salespeople have learned to collect and withhold their best sales tactics to improve their own sales performance and meet their own quotas. If they’re feeling especially charitable on a particular day, they may give insights into what’s working for them to their closest colleagues.
It’s a feeding frenzy approach, where every sales person is on his or her own, forced to run, fight and bite to win a sale. If you give big enough bonuses to “top dogs” and create enough fear in low performers, this approach may work for some time, but it’s not conducive to real sales force growth. Sales team contests are not real sales enablement tools.
Topics: mobile sales enablement, sales enablement technology, real sales enablement, sales enablement tools
Tips and advice on improving sales performance and delivering an excellent customer experience. Keeping you informed, educated and in-the-know about Sales Enablement and SKURA.
