21 Mar 2019

sales coaching conversation
Recently one of our participants said, he is having a hard time getting some of their team members delivering. They are just always asking for directions from me and if I don't follow-up they don't deliver. I am not the guy who is very aggressive like other sales managers and I don't know what to do? I told, there is no need to be aggressive. You must start coaching them and help t...

04 Mar 2019

Sales training initiative India
Recently we asked a client whose company has been in business for almost 25 years and sales is primarily done from field sales when was the last time they did the sales training intervention? The client said, in their 25 years they have never done training for the sales staff. Then we asked as a follow-up, what prompted now to go for the sales training intervention? The client said,...

19 Feb 2019

Sales is pretty demanding job with plenty of challenges, no days are same and nothing is straightforward but if one manage 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 is the type of sales which become more and more com...

15 Feb 2019

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...

31 Jan 2019

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 combination of these. Sales is as much an art as science. Many of you have would have come across someone who inspite of not having a sales process, product...

12 Jan 2019

Sales analytics is gaining popularity and most large companies with field force sales are realizing the importance of it. The definition of the sales analytics is Sales analytics is the process used to identify, model, understand and predict sales trends and sales results while helping in the understanding of these trends and finding improvement points. It is...

23 Nov 2018

[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 meetings t...

14 Nov 2018

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

22 Oct 2018

Do this instead of buffalo leadership
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 ...

14 Aug 2018

What motivates Sundar Pichai to be best CEO?
[vc_row][vc_column][vc_column_text]Sundar Pichai, CEO of Google is rated the best CEO and known to be the best manager. What motivates Sundar Pichai to be a good manager? As a sales leader among many managers reporting, do you see a difference in their performance? Ever wondered why do some managers are self-motivated and work whereas other's need a constant push? Why some managers...