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In any competitive marketplace, having a clear understanding of who you’re up against can be the difference between success and failure.

A comprehensive competitive analysis will provide invaluable insights into what makes your competition tick, giving you an edge in any market.

In this blog post, I’ll discuss why performing a competitive review is essential if you want to outsell them.

By the end of this piece, you’ll have a sense of how to size up your competition and use that information to develop your sales strategy.

[Read more…] about Uncover Hidden Insights with Competitive Analysis

Your company has revenue goals to hit. Each person on your sales team has a quota to hit. There are a lot of moving parts to keep track of. If you’re still manually tracking sales activity, you’re probably investing a large amount of your time and generating sub-par visibility.

The small and mid-sized companies I work with all have one thing in common. They need help developing and implementing an insightful sales dashboard. Maybe you’ll find this real-world story relatable if this area hasn’t hit the top of your list yet?

[Read more…] about Does Your Sales Dashboard Provide Powerful Insight?

Salespeople need to be measured differently than the rest of your organization because, unlike the rest of your staff, their performance is tied directly to the company’s revenue success. Your non-sales roles can wait a year to be formerly evaluated but waiting that long to conduct a deep dive on the developmental progress of your salespeople is a recipe for disaster. 

Managing a high-performance sales team requires a lot more one-to-one coaching and development planning than other functions within the organization. That’s why highly effective sales managers don’t oversee large teams that can be common in other departments.

With so much riding on the performance of your salespeople, you need to be methodical in your leadership approach.

Not only do you need to ensure each salesperson is on track to hit their revenue goals, but you need to help them get there.

[Read more…] about How to Design a High-Impact Sales Review Process

Successfully onboarding new salespeople is one of the most crucial activities a business undertakes, yet I commonly see this area not getting the design attention and internal staff support it deserves.  

Your sales organization’s onboarding plan should be a structured 90-day plan that includes weekly actions, key milestones, sales strategy, sales methodology, and just enough product knowledge to discuss high-level solutions with prospects.  

Even veteran salespeople need ample time to learn your unique processes and systems. The key to them being equipped to translate their previous sales success into a new environment, even one in the same industry, largely rests on how well their new employer guides and supports their onboarding process. 

I specialize in helping organization prepare the necessary sales platform to attract, onboard and retain top talent. Slowing down to establish a best practices foundation pays off ten-fold.  

I can serve as a resource in this area, if you’re stretched thin and could use the easy button! 

[Read more…] about The Keys to Successful Sales Onboarding