Sales Management Archives

20 Aug 2022

Inside Sales Challenges Part 2: Measure and Track

Prashanth G Sales Coaching, Sales Management

In our last blog post Inside Sales Challenges Part1, we started a discussion about the biggest inside sales challenges and discussed lead generation. In part 2 we are going to discuss other big challenges that make every sales manager scratch their head - Measure and Track Sales Process. InsideSales.com after doing thorough research developed the 14 Magic Sales Metrics that the most s...

Inside Sales Challenges – Part 1: Lead Generation

Prashanth G Sales Coaching, Sales Management, Sales Prospecting, Sales Training, Uncategorized

Selling is a pretty demanding job with plenty of challenges, no days are the same and nothing is straightforward but if one manages to navigate correctly is very rewarding too. Recent technological advances also help a lot to manage the activity easily and effectively but can also be very confusing and overwhelming at the same time. Inside sales are the type of sales that become ...

Master this sales skill to help buyers to take action

Prashanth G Sales Enablement, Sales Management, Sales Prospecting

Sales success is defined by how well one understands the psychology of selling and buying. In this article, you will learn a key factor that influences your buyer to take action more than any other factor. This is to do with understanding what motivates the buyer to take action and what is the No. 1 persuasive sales skill to be used. What is in it for me? (WIIFM) The first rule of sale...

6 circumstances that demand sales training intervention

Prashanth G Sales Coaching, Sales Management, Sales Training

Recently, we interviewed a client who is in a business for almost 25 years and their sales are primarily done from the field. The conversation went as follows: Q. When was the last time you took up sales training intervention? A. In our 25 years of working, we have never done training for the sales staff. Q. What prompted you to go for the sales training intervention now? ...

What is Key Account Management in Sales

Krishna G Sales Consulting, Sales Management

You must have heard people working in big companies use the terms "key account management" and "strategic account management" every now and then in their conversations and discussions. But if you ask each one of them “What is key account management?” or “What do you mean by strategic account management”, be assured you will receive a different answer or explanation from each one of t...

What differentiates high-performance sales vs. avg. sales organization?

Prashanth G Sales Consulting, Sales Management, Sales Training

Q. What really differentiates a high-performance sales team vs avg. performing sales team? A. Good training that's it, quick answer! OK! As a sales training and coaching firm, you may think that we are just selling the concept of sales training! So don't take our word for granted! Most people believe products, good market access, experienced sales team matters. We definitely...

5 mental barriers affecting your sales success

Prashanth G Sales Consulting, Sales Management 1 Comment

Everyone in sales is looking for success, but very few are able to achieve it consistently. Why is that? There are many reasons, but primarily selling is not taught formally anywhere and many are naturally not good at sales. Also, the salespeople are under pressure that most people can't take. Selling requires to be of help, be at ease with people who have little or no wish to se...

Active vs Passive Commitments

Prashanth G Sales Enablement, Sales Management, Sales Prospecting

Recently one of our clients said, many of the prospects book appointments but not many show up for consultation. What is exactly happening here? This is not just for appointments, we see many times, the sales team members commit to their next month targets, but hardly stick to it. Like this many commitments, each of us makes, but we don't stick to it. What is the reason? As per R...

4 rules to handle b2b pricing pressure

Prashanth G Sales Consulting, Sales Management

How would you respond if your customer says any of these below? I will buy the product provided you a discount of 30% There are other players who are giving 20% less, so why should I buy from you? If you increase the price, I am planning to switch to another player I just listed 3 questions but as a salesperson, you might face many price-related questions as above. So, i...

How to become a preferred supplier in a competitive market

Prashanth G Sales Consulting, sales CRM, Sales Management

Recently one of our client who is into selling Auto component solutions wanted to know how to become the preferred supplier to some of their top tier vendors. The challenge he said is the customers are defining the specifications and also giving an acceptable price range. The customers are inviting many suppliers who can match the specification the vendor has defined. Client was ke...

How to increase client rention

Prashanth G Sales Coaching, Sales Consulting, Sales Management

Can you increase price and retain your buyer?

The no.1 challenge most salespeople face in retaining their existing accounts is to keep them from switching to competitors. Due to this fear of losing customers, salespeople are always worried about communicating price increase to customers. Recently a client of ours told, " Many buyers threaten to switch to low priced competitors and hence our salespeople struggle to communicate pri...

How to build trust with buyers

Prashanth G Sales Coaching, Sales Consulting, Sales Management, Sales Prospecting

In the recent article from LinkedIn on the sales statistics, it is mentioned TRUST is the No. 1 attribute of the salesperson which is critical for B2B sales success. Here are the statistics, 51% of decision makers rank trust as the No. 1 attribute they want in a salesperson.Virtually 100% of sales professional say trust if “very important” or “important” to winning new business.88% of...

7 powerful questions to coach your team members

Prashanth G Sales Coaching, Sales Management, Sales Training

Recently one of the participants said, he is having a hard time to get consistent delivery from his team members. No one seems to own responsibility and happy when they meet 70%~80% target. I am not very aggressive like other sales managers and I don't know what to do? I asked have you tried coaching the team members weekly or bi-monthly? He said, I hear a lot about coaching but I am ...

Measuring the success of sales training

Prashanth G Sales Coaching, sales CRM, Sales Enablement, Sales Management, Sales Training

When it comes to sales training initiative, measuring the success of sales training or ROI in terms of business results is not clear. This inhibits many businesses to take up sales training initiatives. Many companies we meet ask this question about sales training. Since I am investing money on this training, how do I clearly measure the impact with respect to business results such as...

3 must competencies for consultative selling

Prashanth G Sales Consulting, Sales Enablement, Sales Management

Depending on the business types, buying environment, solution types, selling and sales complexity must vary. In the article, we had mentioned 4 types of sales expertise depending on the buying environment and solution type. Just for brevity, let us put this again here, Sales people expertise vs solution type As we can see from the above 2x2 matrix when the buying envir...

Light up your B2B sales success using stories

Prashanth G Sales Coaching, sales CRM, Sales Enablement, Sales Management, Sales Training 1 Comment

What actually results in sales success? This is a difficult question and there is no one answer. Some say sales success is driven by process, structure, whereas others say sales is all about building relations. The answer lies in the combination of these. Sales is as much an art as science. Many of you, would have come across someone who in spite of not having a sales process, produc...

Make your sale review meeting from painful to insightful

Prashanth G Sales Coaching, Sales Management

[vc_row][vc_column][vc_column_text]Sales review meetings are key activity among sales teams. In these meetings, it is a great opportunity for sales managers to guide sales reps to find their area of weakness and show them opportunities to improve. Instead, the majority of sales review meetings leave a bad memory for sales executives. That is because sales managers use these meeting...

7 key data analysis for every sales managers

Prashanth G sales CRM, Sales Management, Sales Prospecting

[vc_row][vc_column][vc_column_text]In today's competitive market where salespeople are targeting different kinds of customers, and selling different products, sales data analytics knowledge becomes an essential requirement for sales managers. With the help of the right data and analysis, sales managers can identify the factors contributing to sales and identify the areas for future devel...

Do this instead of managing your sales team

Prashanth G Sales Coaching, Sales Management

One of popular analogy being used in leadership is buffalo leadership vs geese leadership. Let us understand how this applies to sales management and sales leadership roles. One of the biggest challenges for being manager or leader is how to make his team members think and own responsibility on their own. This is not easier for many. Most companies have developed a system to identify be...