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.
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 […]
The SalesTech Awards is an annual competition honoring companies and individuals that demonstrate excellence, innovation and leadership in the sales technology space. Recently, SPI was the recipient of two of these very prestigious awards, and we’re proud to be named Most Innovative SalesTech Company and Top Sales Performance Management Technology for 2017. The list of […]
Probably the most significant new thinking to come out of the Sirius conference was an update to their Demand Waterfall. The Demand Waterfall was first introduced in 2006 and was updated in 2012. The new version reflects the new realities of the self-driven buyer, sales and marketing automation, and the high prevalence of groups (as […]
We are proud to announce that SPI has been recognized as one of Selling Power’s Top 20 Sales Training Companies for our innovative solutions, extensive services, and unique contributions to the sales training marketplace. At SPI, we lead organizations into a new world of possibilities to improve sales effectiveness, and set the new standard for […]
In the context of sales, are “people your greatest asset”? As Jim Collins and his research findings explain in his book Good to Great, it’s not just any people, “it’s the right people that are your greatest asset”. Little alteration, big impact. Also from Jim’s findings, “don’t expect to grow revenues consistently faster than your […]
A confluence of new capabilities is creating an innovative, more precise approach to performance improvement. New approaches include advanced analytics, refined sales competency and behavioral models, adaptive learning, and multiple forms of technology enablement. However, with only 17% of sales organizations leveraging sales talent analytics (TDWI Research), it seems that most CSO’s and their HR business partners are gambling — using intuition as the basis for making substantial investments in sales development initiatives. If the gamble doesn’t pay off, then the investment is wasted. Is your sales talent aligned to your company’s strategy of increasing revenue?