Every sales manager is searching for revenue from their sales force, but the recipe to achieving the revenue target comes from the development of their unique sales metric management system.
There are many different types of sales roles - and types of salespeople that fill them. Some need to be prospecting fit, while others needs to be detailed, patient and thorough. The key to sales success is to match these two together well.
With an unforgiving market and customer loyalty on the wane, an accurate forecast is increasingly important. But is it attainable? This article debunks the myth that an accurate sales forecast is impossible and explains how your organisation can achieve it.
Opportunities for further profitable sales can sit untapped in many businesses, because of a misalignment with strategy, product and salespeople fit.
Hiring salespeople from the competition always seems like a no-brainer, but there are many pitfalls with this hiring strategy.
Here's a list of the top five things Sales Managers should be watching for as they review the opportunities being worked on by their teams.
For better sales conversion, you must eliminate waste. It's easy to waste too much time and money trying to convert customers and waste revenue from failing to convert customers. To speed up the process, you must measure your Sales Conversion Rate.
Not everyone is cut out for a career in sales. But in today's world - where customers have numerous choices of service and product providers - an organisation without a core of well-trained, highly motivated sales professionals, is not going to be as successful as it could be.
Ask any business owner or Sales Manager what one of the biggest challenges they face in making their revenue numbers, and they'll tell you it's identifying, hiring and retaining good sales reps.
Your Sales Manager is the key to your company growing revenue, but focusing your selection process on their salesmanship will lead to hiring the wrong candidate.
The strategy of activating sales expectations is one of the most important. But what does it mean and how do you do it?
In addition to cultural fit, there are the seven key elements that a company should use to make a decision to hire a particular sales management candidate. What the employer will get with this hiring approach is a strong, scalable organisation with fresh ideas.
Sales benchmarking allows salespeople to better manage their most precious resource: time. Data-driven decision-making eliminates non value-adding activities that consume selling time and focuses on opportunities with the highest probability of success.
Twenty years ago when you asked what made a great salesperson, you got a wide variety of answers. Today, there are countless studies that clearly identify the psychological traits, behaviors, and approaches that make topproducing salespeople.
A better approach to understanding the factors impacting sales cycle length and those affecting overall sales processes is a calculation known as Break-Even Sales Volume.
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