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Articles and White Papers White Papers Many companies are coming to the painful realization that selling ‘solutions’ is completely different from selling products. Learn what the real differences are between the two and how to bridge the chasm in your sales force … Every sales force has a handful of superstars who produce 3-4 times more than their peers. Learn why this gap exists, and what you can do to close it... There are two very distinct approaches to enhancing a sales force's performance. Unfortunately, many sales executives don't know which approach to take. Surprisingly, the decision improve vs. transform a sales force is largely driven by the company's corporate strategy... Technical salespeople often struggle to connect with non-technical buyers. Review 3 straightforward ways to help them communicate effectively... Ignoring your sales process will constrain your sales force’s output, even if you have the best strategy, skills, tools, and metrics. Find out why it is so critical to your success...
Articles The merger of sales organizations creates a rare opportunity to build a new sales force that will be more than just the sum of its parts, but without careful planning it can quickly become a disaster... Nothing will change a sales force’s behavior like changing their performance metrics. Learn valuable lessons from an unlikely teacher... Many managers use call reports to measure their salespeople. Unfortunately, the metrics derived from them are not very useful. Find out why... Sales compensation plans can become very complex. Learn how to simplify the task of building a powerful compensation system... Sales managers today seem dependent on incentive programs to improve their sales performance. Discover why this is the wrong strategy... Consultative sales forces face the unique challenge of creating value for their clients. Learnwhat tools will help them succeed... SFA has become synonymous with the term sales tool, but SFA doesn’t add real value to the customer. Find out what sales tools actually do... Most companies claim to be customer-focused, but few actually are. Learn how to your customers in charge of your sales strategy... Companies offer lots of sales training, but much of it is internally focused. See what types of training will actually matter to your customers... Consumer products firms spend $1.2 billion per year on in-store promotions, but often the promotions sales force does little to change buying habits. Here are 5 ways to change that...
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