Question: Has your Sales Organisation formally established benchmarks for the professional traits needed for success in competitive selling based on your Sales Organisation’s top performers to inform future hiring –…
How Your Sales Team Is Focusing Too Much On The End Of A Deal – And What It’s Costing Your Sales Organisation
Question: Has your Sales Organisation identified the most effective actions for sales executives to follow at each stage in the sales process, from opening to close – and are you…
Identify Future Risks And Opportunities For Your Customers And Drive Better Sales Results
Question: Has your Sales Organisation systematised a process for your sales executives to identify future-based opportunities and/or risks that customers may face – and are your sales executives strategic in…
Exceptional Customer Service Leads To More Sales – But Your Sales Organisation Might Not Be Getting This Quick Win Right
Question: Has your Sales Organisation formally defined the systematised delivery of a 5-star service experience in every customer interaction, pre- and post-sale – and ensured that sales executives deliver a…
How To Increase Revenue From Deals By Almost 50%
Question: Does your Sales Organisation formally maintain and update a list of qualified leads assigned to each sales executive, and are the leads that are fed to your sales team…
Not All Customers Are Created Equal
Question: Has your Sales Organisation formally designed sales territories for each sales executive to ensure you are covering your territories (in terms of leads and customers) with the correct product…
How A Win/Loss Analysis Improves Future Sales Results
Question: Has your Sales Organisation formally defined a systematised process and questionnaire for external Win/Loss Analysis reviews with customers – and have current external Win/Loss Analysis reviews with customers improved…
Positive Mindsets Naturally Result In More Sales
Question: Has your Sales Organisation purposefully designed your Sales Organisation’s culture and training materials to promote a positive, resilient and solutions-oriented mindset – and can your sales force be described…
Improve Forecasting With More Accurate Pipeline Management
Question: Has your Sales Organisation formally outlined forecasting criteria and designed a process for revenue-forecasting meetings to be held by sales managers with sales executives – and do your sales…
Keep Sales Managers Focused On What Matters With Sales Management Manuals
Question: Has your Sales Organisation implemented a documented sales management manual describing the hard skills (such as metrics management and pipeline skills) to be followed by all sales managers –…