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...

08 Feb 2019

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...

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...

17 Jan 2019

sales team understanding
Are you facing situations where you are losing business and don't know the reason? Do you wonder if you just had magic wand using which you could know what exactly your customer wants? Or wonder why the customer who used to buy stopped buying? If you are facing any of the above, there is a way to know the answer. It is fact, one of the hardest things in business is knowing what th...

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...

08 Jan 2019

Prospecting is one of the key activities of the B2B Sales professional. Accept or not, in most businesses, prospecting is undergoing major change with the penetration of internet and social media. Any B2B sales person, who has been in the industry will realize the way Buyers are slowing taking control of the sales process and traditional methods of cold calling, sending cold e-mails a...

30 Nov 2018

Sales force automation not giving the results
[vc_row][vc_column][vc_column_text]Sales Force Automation software, sales tracking tools have been some of the latest technology trends to help companies improve field sales effectiveness, sales efficiency resulting in overall sales productivity improvements. Any organization which relies on field sales force would love to have a dashboard of what is happening on sales from prospectin...

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...

09 Nov 2018

Sales CRM, SalesForce Automation
Let's get this. Every company which has field force sales staff is keen to try out new technology to get more insights so they can improve sales team productivity. For this, technology solutions such as sales CRM, sales force automation software are the most popular. Technology companies promote claiming a huge scope of improvement in all sales related activities in using Sales CRM and S...