B2B and B2C businesses alike have been shifting to sales models based on customer needs. At each stage of the buyer journey, the marketing team and sales team must closely coordinate to deliver value. In most sales contexts, value is derived from sales reps acting as experts. Their critical sales function is reliant on their …
Every human resource manager knows the importance of employee compensation. Compensation forms and amounts vary depending on the industry and position. Sales organizations require a different approach when it comes to salesperson compensation. Several sales compensation models exist. From base pay to commissions and bonuses, most organizations try to link positive behaviors with sales compensations. …
Seven Key Behaviors of Motivation Leaders Every top-grade sales team needs to have a motivation leader to drive them toward success. Without the proper leadership, salespeople can easily lose their way and become distracted. Fostering proper leadership behaviors in your team helps them step up in a motivated leadership position. Leadership and motivation go hand …
As sales professionals, we like to think we engage in solution selling. In B2B sales, the prospect is pragmatic, more interested in the problem than the product. From initial sales calls to closing the deal, sales reps need to sell value throughout the entire buying process. Sales questions need to be focused on understanding pain …
The mind is a salesperson’s most powerful tool. To use it properly, though, they need to have the right mindset. The right sales mentality, the drive to push through obstacles and reach for success, leads to top-tier sales performance. High-performing sales teams create a team mindset, where each member pushes their teammates towards maximum potential. …
Habits of a Good and Successful Salesperson Many sales professionals will tell you that sales skills are a result of instinct and innate ability. You either have it or you don’t. To an extent, charisma and engaging people on a specific topic do come more easily to some than others. That being said, the skills …
101 Sales Quotes That Can Drive Your Sales Team in 2021 Inspirational sales quotes can work wonders toward improving sales motivation. To push your team to succeed day in and day out, sometimes they need a little sales encouragement. These famous quotes offer the right motivation to get your teams excited. Here are some of …
When your team members start feeling sluggish and burnt out, it might be time to schedule a team outing. Group activities are a welcome change of pace, giving co-workers a chance for team bonding, stress relief and fun. An enthusiastic approach to team-building shows your appreciation, adding a positive element to your company culture. Of …
Anyone working in sales has likely heard the terms “lead” and “prospect” at team meetings or on sales training calls. Sometimes the two terms are used interchangeably, which can lead to a certain amount of confusion. A lead is a lead, and a prospect is a prospect. They are dependent on each other, but they …
Sales managers are one thing, but sales leaders are something else entirely. The latter is ideal, but most people aren’t natural-born leaders. That’s okay. If you put in the work, you can learn leadership skills. If you work in sales management, your sales team is relying on you. You have a responsibility to serve them …
