by Hernan Vera | Feb 26, 2019 | Sales Operations, Sales Solutions
Success is a few simple disciplines, practiced every day; while failure is simply a few errors in judgment, repeated every day. —Jim Rohn Some B2B organizations believe that significant and durable improvements in sales performance come from changing out the head of...
by Hernan Vera | Feb 12, 2019 | Sales Operations, Sales Solutions
Most sales leaders don’t appreciate how little time they have to coach and help their salespeople succeed. I know you won’t let me get away with a comment such as that without proof, so let’s do the math. Follow the table below: There you have it...
by Hernan Vera | Jan 30, 2019 | Sales Operations, Sales Solutions
The front-line sales manager role is one of the most difficult in the corporate world. We work directly with sales managers across multiple industries and have had the opportunity to observe the challenges that strangle sales manager productivity, performance and...
by Hernan Vera | Jan 22, 2019 | Sales Enablement, Sales Solutions
Regular sales training is essential for most organizations that want to generate new revenue opportunities and beat the competition more often. However, most organizations are challenged to prove that sales training investments change behavior and improve results....
by Hernan Vera | Jan 16, 2019 | Marketing Solutions, Sales Solutions
Average opportunity or deal size (or average contract value) is one of the top three metrics that can drive your organization’s sales results. Coupled with win ratio and sales cycle, these three metrics are the first step in building your demand waterfall, and a plan...
by Hernan Vera | Dec 4, 2018 | Marketing Solutions, Sales Solutions
“Education is not the learning of facts, but training the mind to think.” — Albert Einstein I spend a significant number of hours every month researching, experimenting, and deploying tools, processes and mental models to help my clients and me improve revenue,...
