Customer Retention: The Holy Grail of Sales!
Every sales executive and sales representative needs to make an annual revenue goal. It’s no secret that the easiest path to “making your number” is to keep your existing business and sell more to an existing account. Why? The easiest customer to sell to is one that already buys from you. Current accounts know your […]
Sales Leader, It’s Time for Mid-Year Checkup!
Well it’s mid-year…so if you want to make your annual sales quota it’s time for a checkup and perhaps even some adjustments. As you review or revise your sales plan for the balance of the year, consider taking a close look at the following seven “areas” and determine what value they may bring to your […]
Lesson Learned- What is the Cost of Inaction (COI)?
In a recent conversation a colleague made an interesting comment, “Sales training is a waste of money.” Since he knew that they were in the sales productivity improvement business where “sales training” is one weapon in our arsenal, it piqued our interest. We couldn’t resist asking him why he felt that way. Here’s part of […]
Sales Leadership: Does Your Sales Organization Play Fast?
In football they call it the “2 Minute Drill.” It could be the last 2 minutes of the first half or the last two minutes of the game. Everyone on the field is expected to know their play and their role and they are expected to beat their man. On offense the objective is to […]
The Win Rate of Forecasted Sales Opportunities is Only 45.8%!
Yes, you read the headline correctly. In 2015 the average win rate of forecasted deals was a meager 45.8% according to data provided by CSO Insights, a division of MHI Global.1 The statistic is not pretty and it’s not one that sales representatives, managers or vice presidents would like to defend. Why is the win […]
Another Sales Year–Another Sales Quota Miss!
It’s a new sales year and last year is behind us. The slate is clean and everyone begins at the same starting point. In every sales organization optimism soars at this time of year. Recent research findings, however, suggest there are reasons for grave concern. The Fact CSO Insights, a division of MHI Global, paints […]
Selling in 2016—Is It Time to Get Back to Basics!
If you are a sales executive and you find yourself telling your team to sell more in 2016, you may want to rethink your strategy. The New Year is often filled with excitement, hope and hype–especially at annual sales meetings. It may be time to take a step back and look at the New Year […]
