Question: Has your Sales Organisation designed an incentive programme built on multi-tier sales targets tailored to incentivise star, core and under-performing sales executives, and are your current incentive programmes and…
Negotiate And Close More Deals With A Well-Aligned Sales Engagement Process
Question: Has your Sales Organisation designed your Sales Engagement Process to align with your customer’s buying cycle, and is it correctly aligned to your customer’s buying cycle? The Reality According…
How To Stop The Ineffective Use Of Sales Executives’ Time From Costing You Millions In Lost Revenue Each Year
Question: Has your Sales Organisation formally defined its expectations of the time usage of your sales executives – and is each sales executive’s diary time usage actively monitored by their…
Test High-Priority Sales Skills Before You Hire
Question: Has your Sales Organisation designed role-plays and exercises to test high-priority skills and traits required for all sales positions – and are the current role-plays and exercises effective in…
Maximise The Long-Term Value Of Customers To Your Organisation
Question: Has your Sales Organisation formally defined a process for sales managers to conduct internal Key Account planning with a defined agenda to assist sales executives in retaining and growing…
Build A Sales Force Of Industry Experts To Become Trusted Partners To Your Customers
Question: Has your Sales Organisation provided information and training to equip sales executives to deliver insights from your industry that your customers find valuable – and are your current sales…
Hire The Best People For The Right Roles To Maximise Sales Success
Question: Has your Sales Organisation formally documented ‘role profiles’ that identify capabilities and competencies for all positions in your Sales Organisation – and does your current hiring process consistently match…
How To Model Your Entire Sales Force On Your Top Performers
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…