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The tools you need to build a high-performing sales team

The tools you need to build a high-performing sales team

If you want a high-performing sales organization, you need the right people on your team. Best-in-class companies have tools and processes in place that help them attract, hire and retain top sales talent.

Here are some key tips to attracting top talent and building a high-performing sales team.

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3 Tips for building stronger relationships with your customers

3 Tips for building stronger relationships with your customers

Relationship building has become one of the most important facets of any business’s sales strategy. Your relationships with your clients or customers can provide the needed advantage that helps differentiate you from your biggest competitors.

Try the following tactics to build stronger relationships with your customers and to create a business that is known for its ability to form long-lasting relationships.

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How to Specialize Your Sales Force to Meet Company Objectives

How to Specialize Your Sales Force to Meet Company Objectives

Companies emphasizing growth and specific business initiatives often find it appropriate to segment sales activities beyond recognizing the four broad segments of customers. Extensive Chally research of more specialized sales forces has identified 14 specific sets of sales and service skills that are required to succeed in specialized sales roles. The sales specialist “map” below … Continue reading “How to Specialize Your Sales Force to Meet Company Objectives”

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Applying TQM Techniques to Sales

Applying TQM Techniques to Sales

Putting the right salespeople in the right sales jobs using measurable, predictable, and actionable productivity analytics technology.   Six Sigma, the data-driven methodology commonly used to eliminate defects based on standards, measurements, and repeatable systems and processes, has provided undeniable cost reductions for organizations around the world by eliminating waste and improving productivity. So why … Continue reading “Applying TQM Techniques to Sales”

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Why social media is a critical component to your recruitment strategy

Why social media is a critical component to your recruitment strategy

Knowing how to recruit top talent to your consulting firm requires staying apprised of numerous economic, technological, and social trends. A McKinsey survey found that although business leaders consider “customer engagement” as their top technological strategic priority, they say their biggest obstacles have to do with talent acquisition.

Great customer engagement can’t happen without great talent acquisition.

Today’s global economy is staggeringly competitive, and the ability of any business to innovate and grow depends on attracting and retaining top talent.

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Why we celebrate Love Your Lawyer Day

Why we celebrate Love Your Lawyer Day

Consider the most important ideas, movements or events that figured in to our nation’s history – The Gettysburg Address, The Bill of Rights, Brown v. Board of Education, they’re all possible because of lawyers. The role of a lawyer is to solve specific, individualized problems and to advance the interests of others. At its core the legal profession is other centric. So why then, when attorneys do so much good for others, do they continue to get such a bad name?

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A must-have checklist to provide better sales call feedback

A must-have checklist to provide better sales call feedback

One way to improve your ability to retain your top sales talent is to regularly provide effective feedback through sales coaching sessions. Providing constructive and consistent feedback is an important part to of coaching your sales reps to success. Sitting in on sales calls can help you, as a sales leader, reinforce new methodologies and coach your reps to continually map their sales conversations to solving customer problems. Here’s a quick checklist of questions you can use to help you provide effective feedback.

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