Just as in basketball, the top players on your sales team wouldn’t be able to perform their best without support players backing them up. And, according to research by consulting company McKinsey, about half of the people in top-performing sales teams are in support roles. McKinsey analyzed sales data...

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Are you prepared for the shift from physical to digital in the B2B sales industry? According to a recent Bain & Company survey, only 12 percent of large technology or industrial companies are. Buying and selling cycles are becoming separate entities due to the large amount of information available...

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It’s no surprise that each day more and more consumers of all ages are heading to the Internet to do their shopping. It’s no wonder that B2B buyers are going there too. Actually, 94 percent of B2B buyers are making their purchase decisions after doing research online, according to...

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Whether you adhere to Malcolm Gladwell’s highly touted 10,000-hour rule, believing it’s the key to gaining expertise in any particular area, pretty much everyone can agree that regularly practicing a series of good habits can eventually hand you the tools to be successful. While the 10,000 rule has recently...

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OK, so how’s your pipeline? It’s a question that every sales rep encounters on a regular basis, whether they’re uttering that question to themselves during a moment of self-reflection or they’re hearing it from their manager. Having a healthy pipeline is essential to any successful sales strategy. But just...

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Getting employees to adapt to change always has been a challenge for team leaders and managers. As Harvard Business Review points out, it’s human nature to resist change — with reasons ranging from feelings of inadequacy and uncertainty to loss of control. However, in the sales industry, failure to...

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Taking time to review and revise your sales strategy is always a good investment. Whether you do it at the beginning of the calendar year or fiscal, creating a quantified road map for achieving sales success will help to shorten the distance between you and your sales goals. As...

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You scored the big deal, the sale you’ve been going hard after for most of the year. Now what? Sure, go ahead and celebrate. But if you haven’t been keeping a healthy amount of attention to sales prospecting — going after opportunities to connect with other qualified prospects, you...

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It’s an unfortunate reality. When it comes to professionals who earn the lowest marks for honesty and ethical conduct, car salespeople continually drop to the bottom of the pile — next to Congressmen, according to a recent Gallup poll. While car salespeople were singled out in the study, a...

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By: Brad Seaman On: February 02, 2016 In: Sales Performance, Sales Performance Trends, Sales Process Comments: 0

It’s not surprising. As with most industries, the sales industry has changed significantly over the past few years — requiring managers to take a hard look at what it takes to be successful in today’s digitally-driven business environment. Harvard Business Review pointed to this shift a couple of years...

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