How to Build a Culture of Effective Sales Coaching

Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management. But it’s also because most organizations and sales managers operate from a fuzzy…

New Study: 2020 Trends in Sales Management

n the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them Seller performance has stagnated, as they struggle to adopt perspective-based selling methodologies Sales organizations undergo constant change initiatives. Managers sit squarely at…

Four Scenarios to Open a Sales Conversation Earlier in the Customer Path

The majority of customers—70%—wait until they’ve clarified their needs to engage sellers in their buying journey. They often delay talking to salespeople because they find other resources, such as vendor websites, industry events, social networks and their colleagues, more valuable in solving their business problems. In the 2018 Buyer Preferences Study, sellers finished next to last,…

How to Define and Leverage Indirect Channels to Maximize Manufacturing Sales

Channel sales present a challenge for several industries, but it’s a particular concern for manufacturers. For instance, the added layer between your organization and your end-user means you have less access to understand their behaviors and needs and track associated KPIs. Additionally, some organizations struggle to clearly define the difference between channel customers and the…

The Top Five Challenges in Enterprise Sales

ver the last few years, enterprise sellers have enjoyed higher revenue plan attainment, and more salespeople made quota. But those gains haven’t translated into higher win rates and conversion rates, and seller attrition and customer attrition declined. These indicators reveal that sales have grown because of the booming economy, not because organizations have improved their sales…