Understanding Sales Velocity: A Crucial Metric for Sales Representatives I love sales because it is the great equalizer in business. Either you get results, or you don’t. However, success isn’t as binary as just closing deals or not. Salespeople are tasked with managing pipelines, nurturing leads, which ultimately drives revenue for their organizations and into...
The Sales Game: Competing Against Yourself In the fast-paced world of sales, competition SHOULD be a key driver for us. Of course, money and freedom are top of the class, but since there is no second place in sales, competition is ever present in our quest for success. Whether it’s vying against industry rivals or...
When Your Team is Facing Defeat, What Do You Do? Sales teams are unique in that they are constantly striving for success. And for many team, when it comes to yearly quota, they start at zero Jan 1 Q1. As a sales manager, you set the tone for your team. If you show them that...
Understanding the Different Ways Committees Make Buying Decisions When it comes to sales, understanding how committees make buying decisions is essential. While there are many ways committees may makes decisions, 2 of the most commonly used are the RAVA process (Rational Analysis of Value and Alternatives) or a vested partnership approach to make purchase decisions....
Sales folks often end up not making any sales at all Have you ever gone into a store, only to have the salesperson back away and give you space? It’s odd, right? You would think they would want to engage with you and help you find what you’re looking for. But sometimes, salespeople are so...
