by Sherry Nicols | Feb 26, 2015 | Changing Seller Behavior, CRM Systems, Qualifying Opportunities, Sales Coaching, Sales Methodology & Process, Sales Training, Selling Skills
You run or support a large sales team, and you’ve got a problem. It could be missed top line, perhaps shrinking margins, maybe the wrong product mix, or inaccurate forecasts, but you definitely have a problem. So now what? You analyze the problem, looking for THE root...
by Sherry Nicols | Feb 17, 2015 | Sales Coaching
As I was skimming through Zite earlier today, a blog by Mark Hunter (or The Sales Hunter as his website bills him) caught my attention. The headline: “Sales Motivation Video: Just Go For It! Stop Second Guessing Yourself!” Now, in all fairness, I don’t know Mr....
by Sherry Nicols | Feb 10, 2015 | Changing Seller Behavior, CRM Systems, Enterprise Sales Process, Qualifying Opportunities, Sales Coaching, Sales Management, Sales Methodology & Process, Sales Process, Sales Training, Sales Transformation, Selling Skills
Here’s a quick test for you: Pull a report of the top 20 opportunities in your organization. Now, go to each of them and answer the following questions: What is the probability we will win this business? Is that based on the gut feel of the seller? Is it...
by Sherry Nicols | Jan 21, 2015 | Buyer Behavior, Changing Seller Behavior, Sales Coaching, Sales Leadership, Sales Management, Sales Methodology & Process, Sales Tips, Sales Training, Sales Transformation, Selling Skills
It’s that time again! From eating better, to getting more exercise to spending more time with loved ones, people everywhere begin the new year with the intent of creating new healthy habits or abandoning old unhealthy ones. Seems like the perfect time to take a...
by Sherry Nicols | May 5, 2014 | Sales Performance, Sales Sustainment, Sales Training
Your SPM and Training Investments Won’t Give You A Sustainable Advantage According to Gartner, the SPM (Sales Performance Management) space will grow at more than 25% per year between now and 2018. This means that, by then, companies will be spending roughly $5...
