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Key questions that will help you be a better sales coach

Key questions that will help you be a better sales coach

Providing constructive and consistent feedback is an important part of coaching your sales reps to success. Being an effective sales coach and understanding how to give productive feedback and drive success on your teams takes practice.

Opportunity reviews and sales calls are two areas where you can make a great impact as a sales coach. Here are some key questions to use in both of those areas that will help garner positive results:

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How to reinforce your sales training program

How to reinforce your sales training program

If you want to improve sales productivity and generate more revenue per rep, you need a proven sales methodology you can reinforce. When we talk about sales transformation, we mean changing the behaviors of your salespeople in a way that drives results.

Simply scheduling a training event is not going to drive measurable impact. You need to optimize that program for success.

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How to hire sales talent that’s right for your organization

How to hire sales talent that’s right for your organization

Hiring sales professionals that not only have talent, but that also fit well into your organization, is more complicated than many sales leaders realize. The right person needs to have the skills and abilities necessary to blend in with your existing team, connect well with prospects and clients, and commit to growth within your organization.

The following are some helpful tips to assist you as you attempt to hire sales reps that are right for your business.

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How to target the buyer of legal services

How to target the buyer of legal services

Defining why your clients do business with you is key to client retention and revenue growth. Buyers always have a choice and it’s likely they work with you because of the value you provide. It is up to you to define what that value is to replicate those profitable relationships.

Understanding your buyer and articulating your value will help you differentiate your message. Many law firms have the same pitch. They claim to be service-oriented, client-focused, the best at what they do. Don’t swim in the sea of sameness.

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Improving sales productivity: The value of an outside perspective

Improving sales productivity: The value of an outside perspective

We’ve all been in those situations where outside experts were hired to help you get from “Point A” to “Point B.” Often, these decisions are met with skepticism.

• How can an outside firm possibly understand the complexities of our business?

• How will its people ever be able to execute in a timely manner?

• How can we ensure that we’re set up to actually execute on the recommendations offered?

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Winning the talent shortage battle

Winning the talent shortage battle

There isn’t a sales leader out there who doesn’t want to attract and retain top sales talent. The struggle lies in the ability of your organization to recruit those top performers and keep them on board. Manpower ranked the role of sales representative as the second-toughest job to fill globally in 2015.

Step one is realizing that the battle for talent is as real as the competition you face for customers. Then, you need to make sure you have the processes in place to create a rhythm around recruiting your sales talent.

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Three tips for supercharging your sales training programs

Three tips for supercharging your sales training programs

Best-in-class sales organizations invest in training programs for even their most veteran reps. Aberdeen research shows that top companies use external sales consultants 61 percent more than their under-performing peers. Sales training is a competitive and crowded industry. When you’re picking the right solution for your organization, it can be difficult to cut through the clutter.

Google “Sales Training” and you’ll see that you can hire everyone from a single consultant to a firm with customized solutions that scale. No matter your decision, there are some basic techniques you can leverage to ensure you’re getting the return on your coveted sales enablement dollars.

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Your biggest competitors for legal services

Your biggest competitors for legal services

In addition to comparing the value of one lawyer to another, buyers of legal services are also looking outside the traditional law firm to find ways to address legal challenges in cost effective ways.

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How to improve the way you hire salespeople

How to improve the way you hire salespeople

If you are a top sales organization, you are always in a heated competition for top sales talent. The strength of your hiring ability is directly tied to your ability to meet your revenue goals.

Just as it takes sound growth strategies to differentiate your solutions, you need to optimize your recruitment and selection process to edge out the competition in attracting talented reps.

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