51 tips from a sales consultancy. part ii
Post on 21-Oct-2014
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This is the second of a three part series of tips compiled by Sales Benchmark Index's CEO, Greg Alexander. Sales Benchmark Index is a professional services firm focused exclusively on sales force effectiveness. SBI generates results for clients by applying the benchmarking method to sales problemsTRANSCRIPT
Tips for Sales Leaders from the Sales Consulting Industry
Part II
Website Email Phonewww.salesbenchmarkindex.com [email protected] 1-888-556-7338
2 2
Single purpose roles…
…are outperforming multi-purpose sales roles.
3 3
Centralized lead generation…
…outperforms decentralized lead generation.
4 4
Too many sales people will make the CFO unhappy. Too few salespeople will make the CEO unhappy.
5 5
Knowing how to do something is more important than knowing what to do.
6 6
Making decisions with your gut no longer makes sense. There’s lots of data at your fingertips.
7 7
¾ of selling costs are labor costs. Get sales force sizing correct.
8 8
Learn your customers’ meeting preferences -
Face to face…
…or web based.
Over the phone…
9 9
Mystery shop your competitors.
How do they sell?
10 10
Make sure that your best reps are on your best accounts.
#1 #1
11 11
Don’t buy software (CRM, Marketing Automation)
until you have a process defined.
12 12
SFDC works
for your sales team.
Your sales team
does not work for
SFDC.
13 13
Leading indicators are better than lagging indicators.
Which one are you looking at?
14 14It no longer works
McKinsey says ¾ of Solution Selling roll outs have failed.
15 15
Garbage in, garbage out.
Don’t let your reps
pollute your data.
16 16
Forecasting without a sales process is like building a house without a blueprint.
17 17
Only the buyer can move from one stage to the
next in a sales methodology.
A rep cannot.
18
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