The sales profession is always changing because sellers must constantly adapt to changes in economic, political, cultural and market forces. As the world changes, so too must salespeople respond. Sellers who can align and adapt first are those who can achieve a competitive advantage. We asked Sales Performance International executives and consultants, “What kind of […]
According to research by Bain Consulting, selling to existing accounts can be as much as 6 to 7 times more profitable than winning new customers. Growing revenue through cross-selling and upselling sounds like a no-brainer, but too often sales people fall short. Organizations that successfully cross-sell and upsell to customers engage sales, marketing, customer success […]
This catalog describes standard versions of SPI capabilities, but we often adjust and integrate components to address the specific selling challenges of each client.
This report features valuable insight from 790 sales reps and managers, making this one of the largest surveys of its kind. The information enables you to make more informed investments that improve performance, and achieve the results you expect.
This detailed assessment by Brandon Hall Group provides in-depth analysis and insight into our SPI-1 platform, the new standard for developing and enabling sales talent. The thorough review evaluates SPI-1’s playbooks, assessments, development plans, metrics and enablement tools, and concludes that “SPI-1 is one of the most comprehensive sales development/enablement tools on the market.”
The guide describes fifteen critical questions in four categories, enabling you to clearly identify and prioritize your needs. It also includes an evaluation grid, so that you can score potential providers consistently and make an optimum choice.
The philosophy of “hire the right people, train them well and keep them happy so they’ll stick around” is a foolproof strategy, but it’s not easily achievable. Attracting, developing and retaining top sales talent continues to be a significant challenge that directly impacts an organization’s growth objectives. This SiriusDecisions Research Brief explains why successfully managing […]
This planning guide focuses on how to apply solution-centric concepts by providing assessment criteria checklists and models that can be used to evaluate where potential sales and marketing performance gaps exist. It is a workbook with numerous templates and tools intended to help reveal strengths and weaknesses, and enable you to plan practical actions that will make a […]
We’ve participated in hundreds of sales kick-off meetings, and we’ve learned some valuable lessons about what makes them a success. A lot is at stake – a badly organized and delivered event can alienate sellers and impact productivity significantly. A well organized and high quality event can boost morale and create accelerated momentum towards success […]
What sales training initiatives drive the greatest impact and what does a best-in-class sales talent development program look like? To answer this question, Training Industry, Inc. and Sales Performance International, Inc. surveyed 254 sales managers and reps about the design and impact of sales training programs provided by their employers. In this research, discover what […]
Major Account Planning (MAP) is a facilitated planning program for sellers/account managers/account teams who are charged with maximizing sales results and customer satisfaction in strategic accounts. MAP enables account managers to develop an effective plan for generating high-value sales and raising the level of relationship in major accounts, thus improving margins while simultaneously defending the […]