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- Sales Performance Management Strategies
- Laura Roach, leader of sales performance strategies at Xactly, explains why she's so passionate about SPM Center of Excellence -- an online community that offers a forum for sharing best practices and research.
- Videos 2009-10-13
- The Hero Within
- Barry Trailer of CSO Insights explains how you can become your own hero by not worrying about the last sale or even the next sale. He says, instead focus on the current opportunity and improving your sales mastery.
- Videos 2009-11-10
- Hologic, Inc. F4Q09 (Qtr. End 09/26/09) Earnings Call Transcript
- Question-and-Answer Session Operator Operator Instructions. Our first question comes from JPMorgan's Tycho Peterson. Tycho Peterson - JPMorgan Yeah, good afternoon. Wondering, and congrats, Rob, on the promotion. I was wondering if you can comment a little bit on just some of the early marketing message around Cervista and...
- Earnings calls 2009-11-09
- Selling on the Telephone, Part 2
- "It is very common to find sales and marketing managers growing their telephone sales team. Telephone selling has proven to be a very effective sales channel. It also explains few tips on becoming successful at telephone sales like dealing with gatekeepers, dealing with voice mails, preparing a script...
- White papers 2003-01-01
- Higher Power
- Here, based on interviews with some of the most successful top executives in the country, are 10 actions that CEOs who sell successfully do on a regular basis. Consider working these strategies and tactics into your daily routine, and have your sales team do so, too. Refer this article...
- White papers 2002-08-01
- How to Develop a Winning Sales Team
- It is very essential that the organisation has an effective sales team in order to achieve the desired objectives. This article offers nine success tips for the newly appointed sales manager. Some of these are recruitment, interview, job commitement, training,motivation etc. These tips have been discussed in detail in the...
- White papers 2003-01-01
- Now Is The Time: Top 11 Sales Management Actions You Must Take
- Holding firm assumes that one's existing portfolio contains quality securities, is properly diversified, and has been managed with an appropriate, long-term perspective. Sales leaders must continuously keep their sales teams focused on goals and activities that make their teams and companies successful. Therefore, their perspective must be short-term revenue generation....
- White papers 2003-01-01
- How to Turn Around a Lagging Sales Organization
- Avery critical question which always remain in the organisation is whether sales team producing far below potential or not. This article provides few of the strategies used to improve the performance of sales team. Some of these are Delay action in order to observe, Study and assess your problems,...
- White papers 2003-01-01
- How Building a Sales Team Works
- Article talks about how to hire sales staff, and addresses questions like how much experience should your sales reps have when you hire them, how important are computer skills, what should you look for, what should you include in training for your sales reps, what personality traits make one person...
- White papers 2003-01-01
- Selling Against Goliath
- When a sales team loses, whether they sell for the small company or the larger one, for that matter, it's for one of two reasons. They didn't properly qualify the opportunity, or they were outsold by the competition. There is no third alternative. Article takes a look at these two...
- White papers 2003-03-01
- Higher Power: 10 Secret Weapons That Will Make a Hands-on Leader for Sales Team
- Some entrepreneurs love to take matters into their own hands when it comes to selling face-to-face. Others choose to delegate selling authority and in so doing, they cheat their businesses out of a great deal of selling impact. There are 10 strategies based on interviews with some of the most...
- White papers 2002-08-01
- How To Supercharge Your Sales Force
- A well-performing sales team means increased profitability, momentum and growth for one's organization. Article refers about performance PLUS which provides the solution. It is a rich, deeply detailed suite of related diagnostic tools and assessments. Performance PLUS Sales measures important characteristics, soft skills, behaviors, attitudes, values, and cognitive reasoning central...
- White papers 2003-01-01
- Understanding The Difference Between An Inquiry And A Lead
- Marketing generates awareness of your company and inquiries about what you have to offer, but not qualified leads. The sales team has to labor a lot to turn an inquiry into a lead, especially in the event of a complex sales process. Qualified leads are people who have been screened...
- White papers 2001-05-25
- Include Sales Team In New Product Design And Plans
- From the executive summary: ‘Sales management in an emerging growth firm is like mountain bike racing. While plotting the best course to beat the competition to the distant finish line, the biker must keep a sharp eye on the immediate obstacles; roots, rocks, and terrain. The obstacles can throw the...
- White papers 2003-01-01
- Motivating Your Salespeople
- From the executive summary: ‘The most universally successful way to motivate salespeople is based on discovering what the other person needs. And, smart questions give the tool for discovery. The right questions can help a company discover the needs of individual sales team members as they develop and as jobs...
- White papers 2003-01-01
- Lead Your Team To Victory: 5 Tips To Inspire Your Sales Force To Success
- From the executive summary: ‘The most efficient strategy for getting a sales team, or individual, to move up to the next level is through the code-breaker approach. The process calls for salespeople teaming up with influential people known as code-breakers, who would introduce salespeople to their clients in exchange for...
- White papers 2003-01-01
- Setting Sales Quotas For Your Sales Team
- The sales force in an organization consists of different sales persons. To process the sale systematically, each sales person is given a sales quota. Setting the sales quota itself is an elaborate process. Several issues have to be addressed therein. If the sales quota is set too low, the company...
- White papers 2003-01-01
- Worldwide Auto Parts Manufacturer
- This case study reports about protecting its revenue with an agile sales team. Although the company had a process for this, it usually took weeks before information was completely distributed, limiting the organization's agility. The company determined it needed to provide the sales team with up to date business critical...
- Case studies
- Relations Between Dispersed Sales Teams and Manufacturing Teams
- The goal of this paper is to identify key factors that affect the sales and manufacturing relationship in light of changing business environments. The research should helps business managers recognize and understand these factors; the conclusions drawn and recommendations made enables managers to realize that potential changes can improve the...
- White papers 2001-06-01
- Does Your Sales Compensation Program Work Against You?
- Most organizations base their sales compensation programs on revenue, which on the surface makes sense. But this practice can cause several disconnects with corporate goals. For one, it encourages the sales team to overlook factors that influence profitability, such as lifetime value, cost to service, culture fit, etc. Next, it...
- White papers 2005-03-29
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