In a brief video, SPI partner Phil McCrory explains why some sales people and sales leaders believe the word process is a four letter word. Phil notes, “I am a believer in process, or perhaps more appropriate words or phrases to use are consistency or common language.” Phil goes on to explain while it’s important […]
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 […]
For sales executives to get adequate information, and for sales managers to meet or exceed their key metrics, sales managers must make certain that their teams are both properly executing their opportunities and communicating the position of those opportunities in the sales process. Sales managers use a repeatable process to do this. This process is […]
Have you heard, “Close early, close often, and always be closing?” The phrase might generate some questions: What does that really mean? When should you start preparing for closing negotiations? Do you remember the questions that you should ask yourself? Well, we have answers. There are five questions to ask yourself to help you decide […]
Brandi Hricik is the Pan American Sales Training Manager for Physio-Control, Inc, a division of Stryker. What were the key business issues you faced? Our journey with Sales Performance International (SPI) started about three years ago. We were faced with some pretty aggressive growth expectations, so we wanted to take a proactive approach and evaluate […]
We are proud to announce that SPI will be featured in the 2016 Training Industry Magazine. Earlier this year, SPI was recognized as one of TrainingIndustry’s Top 20 Sales Training Companies for the 10th consecutive year for our extensive performance expertise, deep industry knowledge, and global resources. Our article, “Learn-Ablement Makes Sales Training Work” explores the evolution […]
Steve Monroe is the Director of Sales Operations for Meridium Software, a supplier of enterprise software and professional services. They not only sell software, but they also help their customers create an environment for safety and planning of facilities, equipment, and management, along with emergency systems and reporting Why did your company need a sales […]
Many of the prospects I initially call on tell me going in that they have a sales process in place. At first look, that often appears to be the case. Most have an installed CRM system and a long list of internal activities/ steps that sellers are suppose to follow, i.e., make 25 phone calls a week, make five in-person sales calls a week, enter all data into CRM, issue contracts, etc. It all looks good. The problem is none of it has anything to do with how their buyer’s buy —- buyer alignment.
Sales, by its very nature, is a binary, win-lose contest….the lagging indicators – stock price, revenues, market share reek of performance comparisons, and that is a good thing. These are clear, rear view mirror benchmarks – the results speak for themselves and are impossible to debate. In this case, benchmarks have a very clear standard and should be leveraged. They help organizations understand how they stack up / compare in terms of results.
As economic uncertainty continues to rule the airwaves, most if not all companies are experiencing a challenging sales year. As if selling is not already difficult enough, the current low demand environment amplifies many of the typical selling challenges, including: