As you plan for 2018, what investments will have the most impact on sales performance improvement? How do you know? SPI conducts an annual “Voice of the Sales Force” survey to learn first-hand what help sales reps and managers want most to be successful in the coming year. This year’s survey, with nearly 800 participants, […]
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.
We wanted to better understand what separates the most successful new sales leaders from their peers. The insights we uncovered offer new sales leaders guidance on…
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 […]
In this brief video, Phil McCrory of McCrory & Company, an SPI Gold Certified Partner, emphasizes the importance of aligning sales teams and defining the roles of each team player. Phil explains, “A pre-sales support person has flown halfway across the country to support a salesperson. During the client meeting, the subject matter expert, or […]
Sales Managers need to trust their teams, but they also have to ensure that they don’t become a victim of a seller’s overconfidence, optimism, or inexperience. When it comes to conducting opportunity reviews, verifiable outcomes serve as necessary inspection points. Verifiable outcomes are tied to the milestones in the sales process. Milestones help assess what […]
Hi, I’m Brad Ansley, Director of SPI Health, Sales Performance International’s dedicated life sciences practice. We’ve worked with many of the world’s leading pharmaceutical, medical device, and med-tech companies to optimize their sales performance. In our experience, we’ve found that one of the challenges many companies face is a lack of consultative selling skills. Keep […]
Join SPI experts Dario Priolo and Dr. Trevor Byrd along with SiriusDecisions Senior Analyst Heather Cole for practical insight on attracting, onboarding, and optimizing sales talent. This webinar shares best practices and lessons learned working with some of the highest performing sales teams in the world.
Training Industry, Inc. and Sales Performance International, Inc. conducted a study to examine the perceptions of sales professionals when it comes to training at their companies. In early 2017, 254 sales learners completed a confidential survey that explored their experiences with various aspects of the sales training provided by their employers. Discover what sales learners […]
As a sales leader, you depend on your team to contribute consistently and predictably towards achievement of sales goals. But, what should you do if previously top-performing sellers on the team start to slide backwards? How do you get them back on track – and keep them there? In working with our clients, we find […]
According to SiriusDecisions, attracting, developing and retaining top sales talent continues to be a significant challenge that directly impacts an organization’s growth objectives. Faced with stiff competition for top performers, organizations that take a passive approach to recruitment, development and retention will fail to achieve desired results. Join SPI experts Dario Priolo and Dr. Trevor […]
Recently I had a conversation with a SVP of Sales Operations for an organization. One of the organization’s key challenges is that too few people are making quota. Their business plan had planned for about 65% of their team making quota, but they are only at about 50%. We talked about the situation and this […]