Discover more about sales excellence
Sales excellence has proven its great advantages in many industries, but it is still crawling in many others. The articles provided here are designed to assist you in expanding your sales excellence knowledge and to help you further understand how to leverage your sales performance.
Do you know what your customers do first when they want to buy something? They look it up on the Internet. However, the information available there is usually not tailored to their situation, and often the features and functions of the offers are more in focus than the benefits for them, the customers.
Then your sales rep goes in for the call, often with a brochure very similar to the information your customer has already found. Long, detailed, with all sorts of evidence that your product is the best, but missing the most important part: All the benefits that your solution can give to this particular customer.
In this article, you will find a simple solution and practical examples of how to improve your capacity to focus on the value for the customer.
It’s such a beautiful day for a sales representative when customers give great compliments, when all the necessary information is available in just a few clicks, and when colleagues provide brief, concise, and organized updates about interactions with customers!
Have you ever had a day like this?
Such a day is possible, and already experienced by many salespeople. Check out this article about the capacity to delight your customers and see it with your own eyes!
Are you squeezing all the good juice out of your sales pipeline to get every last drop? Without crushing your team and annoying your customers? Many companies face the challenge of efficiently exploring the leads and opportunities available to them. The answer may be the sales funnel!
However, it’s not enough to just have a sales funnel. In this article, you’ll see how to apply sales funnel best practices to improve your capacity to forecast your sales and focus on winning deals.
In this article, you will see how to apply Sales Incentives best practices, focusing on the alignment and motivation of your sales teams to support your CEO in achieving her targets.
By following these 3 tips, you will improve your capacity to align your sales teams with your strategy:
1. Make the sales teams aware of, and accountable for, discount levels
2. Increase sales teams’ commitment to selling the new generation of products
3. Reduce the performance variance of your sales force.
If you want to align your sales teams with your strategy, stop giving them carrots and instead make them aware of the huge impact they have on your company's success and hold them accountable for it. A well-designed incentive system for sales is a proven way to make this dream a reality.
In this article, KRAEMER presents customer segmentation with the goal of resource allocation. This is the best way to evaluate the potential profit that each of your customers can generate for you, so you can plan the amount of resources and budget you will allocate to them. This method adds the share of wallet factor, allowing you to also visualize the efforts your sales teams should employ to achieve full sales potential. This is the most basic method of managing your sales teams, giving you metrics that show whether resources are optimally allocated to maximize your sales performance.
Once you give a discount, there is no way back without losing something. The logic for the customer is clear: […]
Let’s see now how you can improve your 6 sales excellence capacities: maximize profits, delight your customers, focus on winning deals, focus on the most promising customers, align your sales teams with your strategy and focus on the value for the customer.
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