by Hernan Vera | Jan 24, 2022 | Sales Enablement, Sales Solutions
Start by segmenting salespeople into one of the following sales performance groups: The Top 20 The Messy Middle The Frustrated Lower 20 The Bottom Rung Sales leaders have the desire to coach all their salespeople to optimize sales performance. A typical sales...
by Hernan Vera | Jan 17, 2022 | Sales Enablement, Sales Solutions
Six Essential Steps to Improve Your Sales Team Prospecting Results: Provide Salespeople With a Survey to Self-Assess Skills Meet with Your CRM Team Facilitate a Discussion with Marketing Refresh or Develop Training Conduct a Prospecting Workshop Insist & Inspect...
by Hernan Vera | Nov 1, 2021 | Sales Enablement, Sales Solutions
Dynamic Opportunity Scorecard FAQs Why use a Dynamic Opportunity Scorecard? What is the Dynamic Opportunity Scorecard? What are the Outcomes of the Opportunity Scorecard? What does a Dynamic Opportunity Scorecard look like? A Dynamic Opportunity Scorecard is a...
by Hernan Vera | Oct 25, 2021 | Sales Enablement, Sales Solutions
5 Tips to Help You Make More Time for Sales Coaching Don’t block out full days to conduct marathon pipeline, opportunity, forecast, account reviews, and coaching sessions. Get aligned with your sales team’s travel schedules, time zones, personal lives, etc. Start...
by Hernan Vera | Sep 27, 2021 | Sales Enablement, Sales Solutions
Considerations for thinking differently about managing lead and contact CRM records: Users tend to import more contacts than they can follow-up on Company before individual They’ve left the company Titles can be deceiving Meaningful activity is a leading...
by Hernan Vera | Sep 20, 2021 | Sales Enablement, Sales Solutions
TIPS TO GET MORE SALES COACHING DONE Salespeople learn from observing other salespeople being coached Dissect recorded customer or prospect discovery or proposal meetings Sales leader coaching, when done well, is an activity proven to accelerate individual and team...
