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?
Hi, I’m Ken Cross with Sales Performance International. I’m the Director of Sales Enablement Solutions on our innovations team at SPI. How does SPI’s enablement technologies drive behavior change and consistency? Driving behavior change through day-to-day application of the process and methodology is critical for clients who want to achieve a sales transformation. It’s important […]
SPI-1 is a revolutionary sales performance improvement platform for developing and enabling sales talent. With it, you know exactly where your sales people need to improve and how well they are tracking toward their goals. It’s everything you need to succeed in one simple, powerful application. SPI-1 is simply better, faster, less risk, and at […]
SPI-1 is a unified platform that integrates talent assessment, adaptive learning, sales enablement, and analytics to drive sales effectiveness better, faster, and at lower costs than previously possible. In other words, it’s the smartest, fastest, and most powerful way to improve sales effectiveness.
New solution helps sales leaders improve the capability and performance of their people faster, more precisely, and at lower cost than traditionally possible. CHARLOTTE-September 8, 2016 — Sales Performance International (SPI), a leading sales training and sales force effectiveness consulting firm, has introduced SPI-1 today. The new solution helps sales leaders, sales effectiveness directors, and […]
We think that there’s a simple mantra that should underlie sales performance coaching: “Data should lead to insight, insight should lead to action, action should lead to behavior change and ultimately, business results.” But with all the noise around big data and analytics, how does a manager really get focused? All this data flying around […]
Doesn’t matter who you are – Sales Leader, Chief Sales Officer, Chief Marketing Officer. They’re all asking the same question: “Where shall we target our development – what are the most critical competencies for the individual sellers and managers?” Use Analytics You really have to be able to differentiate what key competencies and behaviors you […]
A foundational component of successful transformation requires acquiring and developing top sales talent. This white paper explores how best-in-class sales talent contributes to our clients achieving their business and sales…
Between their beautifully conceived offerings and the buyer exists that interesting collection of people known as “the sales force.” And in the majority of companies, the human capital costs of the sales organization comprises a significant share of corporate operating expenses. Investing in sales performance improvement solutions isn’t inherently a bad idea – some offerings might actually work well for your organization. For example, if your organization has no coherent “framework” for selling – by all means move from ad hoc behavior to some semblance of order and management science (we encounter and address this often). But conversely, many ideas might also not work well at all – even if they’ve benefitted other organizations that seem similar to yours.
Sales managers are holding onto under-performing reps because they’d rather deal with the certainty of what they have, rather than the uncertainty of trying to hire a replacement rep. Although SVP’s know this doesn’t make good business sense, we understand that hiring talented sales professionals is indeed a daunting task for managers. First, there’s a global shortage of sales talent…