Who writes this blog?
Susan is a 25+ year veteran of the business world and an advisor to CEOs worldwide.
Peter has been helping to build executive management teams since 1997, when he transitioned from a career in advertising.
Category Archives: Sales
There’s not a business owner alive (that I know of) who doesn’t want their sales team to sell more. Every year, companies invest billions in sales training, hiring and firing sales people, pumping more leads into the system, jumping on every new magic bullet that comes along.
But I’ve seen the greatest and most lasting improvements in sales performance come from something far less sexy and far less costly – methodical, continuous improvement of the sales process. Take control of your sales process, and you’ll lower your cost of selling, reduce time to close, make your sales people more efficient,
Are all of your sales reps meeting their quotas? If they are, call me. I need to know what you’re doing.
If, more likely, nearly half of them are behind, here’s a deceptively easy way to get more of them on track – and I’m not talking about lowering quotas.
A study conducted last year by CSO Insights found that companies with a formal, agreed upon definition of a qualified lead have nearly 15% more salespeople meeting their quotas. They also found these same companies have 60% more reps turning leads into initial meetings at a high rate.