Posts Tagged 'sales benchmarking'

Over the past few years, we have witnessed huge investment in new sales technology solutions and sales process tools. However, that investment does not guarantee an appropriate return in terms of increased and improved sales performance. In fact, the results from Sandler Research Center’s inaugural survey confirmed the following: While 73% of respondents said that …

Make the questions you ask your clients deep and knowledgeable, not shallow and vague. Read more to learn how to begin crafting better questions. Companies are running so fast in an attempt to catch up on their sales numbers that they aren’t aware of the blinders they’ve developed which are obstructing their view of the …

A Sales Paradox: The result is the process. A critical mind-shift every salesperson must make to transcend from mediocre performance to breakthrough results. “Are you kidding?” is the initial typical reaction I hear when sharing this line of thought with salespeople as well as sales managers. For now, suspend your judgment and read on. Even …

Take a moment to ask yourself these important questions about statistical benchmarks for success and self accountability that most organizations are missing. Stop. Just stop for the next several minutes that it’s going to take you to read this. Okay, now take a breath. Get off the treadmill for a moment and ask yourself these …