Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.

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Sales Finance Decision-making Profitability 258

Customer Think

NOVEMBER 15, 2022

Improving sales performance is a critical part of any business’s success. In this blog post, we’ll outline some of the most important steps you can take to evaluate and improve sales performance in your organization. 3 key metrics to evaluate sales performance The three key […].

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Sales Organization 78

Sales Readiness Group

DECEMBER 19, 2022

Providing regular, constructive feedback to sales representatives on their performance is an important part of their development, and long-term success, and an essential part of your role as a sales manager.

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Construction Sales Sales Management Management 118

The Center for Sales Strategy

JUNE 14, 2021

Have you ever thought about how the 10,000 foot view from an airplane is often more interesting and illuminating than the proverbial 30,000 foot view? This is true when looking at a sales organization as well. We use a process called the Sales Diagnostic to take the 10,000 foot view. The 30,000-ft. The 30,000-ft.

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Sales Organization 121

The Center for Sales Strategy

APRIL 24, 2024

Over time, we've improved the tools we use to track that activity, from call sheets to spreadsheets to CRM. After all, the value is not simply in seeing how much activity we have but in understanding the trends within that data to help salespeople improve.

Sales 104

Sales CRM Management 104

Upland

MARCH 12, 2024

Now, after being broadly available for a substantial amount of time, we’re starting to get a better idea of how exactly sellers can use AI to do their jobs better. This sort of a seismic shift is worth taking note of – how can AI make your job easier and more fun? Sales AI is exciting, and also a little terrifying.

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Artificial Intelligence Sales B2B Organization 195

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

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Sales Prioritization Innovation Leadership 188

PandaDoc

AUGUST 21, 2019

Many businesses build sales and marketing reports for clients on a monthly basis. However, your teams may need some pointers on how to write a useful monthly sales report for their own benefit. After you’ve brushed up on monthly sales report criteria, you can take your reporting software a step further.

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Sales Brainstorming Media CRM 45

Brooks Group

MAY 2, 2024

Sales and emotional intelligence go together like skiing and snow. Yet many sales leaders focus on building their team’s hard skills and neglect sales emotional intelligence or “ soft skills.” But developing emotional intelligence in sales matters. Learn what EQ is, why it matters, and how to tell if a new hire has it.

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Emotional Intelligence Sales Decision-making Sales Training 83

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning.

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Sales Sales Training Decision-making Value Proposition 90

Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Because getting these right, having them support each other, and fostering adoption and mastery, improves revenue plan attainment, individual rep quota attainment rates, and win rates.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Brooks Group

MARCH 6, 2024

Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well.

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Organization Account Management Sales Sales Training 84

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Brooks Group

APRIL 10, 2024

In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. But it’s tough.

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Sales Media B2B Publishing 87

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. It’s entirely possible. Let’s dig in.

B2B 211

B2B Decision-making Sales Stakeholders 211

Sales Readiness Group

AUGUST 30, 2023

Sales coaching is one of the most important activities a manager can do to increase performance. Yet managers often confuse sales coaching with having one-on-one meetings and telling their reps how to improve. Let’s dive into 6 coaching activities that will reshape your coaching style.

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Sales Meetings Management Sales Management 133

Sales Outcomes

APRIL 22, 2024

When organizations need to improve sales results, they often focus on enhancing salesperson skills and competencies rather than sales manager enablement. Here’s why sales manager enablement should be the priority: 1. Sales managers and leaders are typically recruited from within. Sales managers are stretched.

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Prioritization Sales Management Management Sales 52

Sales Readiness Group

JUNE 21, 2023

Identifying the root cause of underperformance allows managers to take proactive measures and provide targeted support to help sales reps improve their performance. Let’s explore how managers can pinpoint the root cause of underperforming sales reps and how to best address performance gaps.

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Sales Management Sales Management 126

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. But even throughout this tough period, some sales organizations have found a way to meet or exceed targets—and feel confident in their ability to do it again this year.

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Supply Chain Negotiation Sales CRM 96

Sales Readiness Group

AUGUST 7, 2023

Creating new sales opportunities and moving them efficiently through the sales process is a critical differentiator of high-performing sales teams. But how can you measure and improve your team’s effectiveness? Let’s look closer at its components and how to use it to drive better sales results.

Sales 118

Sales Sales Management Management 118

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Sales enablement tools like CRM platforms help increase sales velocity.

B2C 52

B2C Sales e-Learning Software 52

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Feedback Benefits 1. Sales Coaching Benefits 1.

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Procurement Sales Construction Negotiation 108

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

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Negotiation Sales Training Decision-making Sales 80

Nutshell

MAY 11, 2023

It seems everywhere you turn these days, you hear something about artificial intelligence (AI)—how it’s disrupting industries, helping people be more efficient, and sometimes causing controversies. You might be wondering, can you use AI for sales? AI is one of the latest technologies that’s making a big impact on the world of sales.

Artificial Intelligence 118

Artificial Intelligence Sales Decision-making CRM 118

Brooks Group

FEBRUARY 23, 2024

Qualifying prospects is one of the selling skills every great sales professional relies on. That’s because filling your sales pipeline is a numbers game. Buyers leave the funnel for many reasons as they progress through the sales process : lack of budget, timing, or wrong fit to name a few.

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Prioritization Sales Training Sales Construction 80

Hubspot Sales

SEPTEMBER 29, 2023

Every winning sales team has an excellent coach guiding them. This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support.

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Software Software Sales Remote Working 94

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

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Sales Management Management Sales Meetings 78

The Center for Sales Strategy

JULY 27, 2023

As a business owner or sales leader, you understand how important your sales process is to the success of your company. But are you certain that your sales process is as effective as it can be? If so, a consulting organization such as The Center for Sales Strategy (CSS) may be able to help.

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Sales Organization 92

Hubspot Sales

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. If you're in sales, this result shouldn't be a big surprise. As part of our 2024 State of Sales Series , our Sr.

CRM 100

CRM Decision-making Sales B2C 100

The Center for Sales Strategy

FEBRUARY 20, 2024

How much more productive would you be if you focussed on your inputs? Improving sales performance often requires changing focus from things that are out of our control to things we can control. A lot of valuable time is wasted focusing on things we cannot control. So, what exactly should you focus on?

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Sales 82

Hubspot Sales

OCTOBER 4, 2023

In sales, where every conversation counts and every opportunity demands precision, your team needs more than just the ordinary training programs. Without sales training software, it would be very difficult to ensure reps are applying best practices, staying up-to-date with the products and services they’re selling, and closing deals.

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Sales Training Software Software Sales 81

Arpedio

APRIL 15, 2024

What is Sales Enablement? In order to improve sales effectiveness and drive revenue growth, it is crucial to have a clear understanding of sales enablement. This strategic approach aligns marketing and sales efforts, enhances buyer interactions, and optimizes the sales process.

Sales Training 52

Sales Training Sales Decision-making Account Planning 52

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. 3 Types Of Sales Coaching Sales coaching generally falls into one of three main categories: tactical, strategic, and personal.

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Sales Sales Training Sales Management Onboarding 91

The Center for Sales Strategy

MARCH 22, 2023

Many organizations rely on sophisticated sales tools to automate sales activities, manage sales pipelines, communicate better with leads, close more deals, and improve their sales team’s performance. That said, some businesses still struggle with adopting software for sales. What are the consequences?

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Sales Innovation Sales Technology Software 92

The Center for Sales Strategy

JULY 15, 2021

The Improving Sales Performance Series focuses on helping sales leaders make an IMPACT on their sales performance through insight on four key areas: people, process, planning, and performance. Tune in now or keep reading for a brief overview.

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Sales Digitalization Management 117