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 […]
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.