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 […]
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?
At SPI, we believe that improving sales performance requires much more than just a sales training class. That’s why we developed SPI-1, a revolutionary sales performance improvement platform for developing and enabling sales talent. Decades of sales experience has taught us that to be truly successful, sales organizations must have the following: Sales Process – […]
My name is Dave Christofaro. I’m a Director of Global Accounts at Sales Performance International. My focus is working with large organizations to effectively improve sales performance. There can be a lot of moving parts in those types of solutions, but we help them identify and manage their way through those sales performance improvement projects. […]
This catalog describes standard versions of SPI capabilities, but we often adjust and integrate components to address the specific selling challenges of each client.
It is widely assumed that sales managers play an important role in the success or failure of selling organizations, but to our knowledge, no empirical research has ever verified that assumption. We wanted to know with certainty if a disciplined approach to hiring and developing sales managers makes a difference in company performance, and if […]
Does a CRM optimize sales performance? Why not? Bridge the learning to application gap (getting a return on the training investment). How does technology enablement helps sellers and managers? Why…
A global, cross-industry professional association for sales operations and sales management.Focused in providing research, case studies, training, peer networking, and professional development to our membership.Fostering a community of thought-leaders, service…
Breakthrough Techniques for Making Consistent Sales Growth A HabitIn today’s competitive sales environment making quota is not enough. You need a strategic blueprint that will empower you to get ahead…