This planning guide focuses on how to apply solution-centric concepts by providing assessment criteria checklists and models that can be used to evaluate where potential sales and marketing performance gaps exist. It is a workbook with numerous templates and tools intended to help reveal strengths and weaknesses, and enable you to plan practical actions that will make a […]
On September 14, SPI released a research report entitled “Voice of the Sales Force,” which analyzed the compiled opinions of 565 sales professionals employed in a variety of industries, worldwide – one of the broadest studies of its kind. The survey solicited sellers’ perspectives about what they need to be successful in 2017. The report’s […]
Spending a little time to establish clear criteria for segmenting accounts into A-B-C categories and planning the right investment for each segment can make a huge difference in your sales year. It’s a relatively easy exercise, but too few sellers take the time to actually do this. To help you get started, we’ve prepared a simplified territory planning template.
Sales leaders often ask if we can help their teams to improve their time management skills. I recently had a conversation with a CEO of a mid-sized technology firm, who said, “My sales people are all very busy, but some of them produce much better results than others. My top performers all seem to know […]