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The Sales Readiness Blog™
-
Categories
- Sales Professionals
- Prospecting
- Sales Process
- Call Planning
- Developing Needs
- Presenting Solutions
- Managing Objections
- Closing
- Building Relationships
- Virtual Selling
- Negotiating
- Value Selling
- C-Suite Selling
- Sales Leaders
- Sales Management
- Sales Coaching
- Managing Performance
- Managing the Pipeline
- Sales Leadership
- Recruitment & Selection
- Sales Insights
- Sales Enablement
- Sales Training
- Virtual Training
-
Get Expert Advice to Improve Sales Team Performance
Sales Coaching | Managing Performance | Sales Enablement
By:
David Jacoby
January 16th, 2023
In today’s uncertain economic times, there’s a new business mantra: “Do more with less.” For sales teams that means achieving their sales goals with reduced headcount and slashed sales enablement budgets. If you’re a sales leader facing this predicament, one way to make the most of your limited resources is to create a sales playbook or improve an existing one.
Building Relationships | Managing Performance
By:
David Jacoby
December 27th, 2022
According to LinkedIn research, the turnover rate for salespeople increased up to 25% compared to the 2019 pre-COVID rate. Low unemployment rates are a key driver of this increased turnover, giving experienced salespeople more employment options.
Sales Management | Sales Coaching | Managing Performance | Sales Leadership
By:
David Jacoby
December 19th, 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. Performance-related feedback is inextricably linked to sales coaching, but can also be given “in the moment” and informally.
Sales Management | Sales Coaching | Closing | Managing Performance
By:
David Jacoby
November 7th, 2022
I recently spoke with a sales leader who saw a dramatic increase in his team’s close rate, increasing from 34% to 54% over the last twelve-month period -- not bad! So how did this sales leader improve his team’s close rates?
Sales Coaching | Managing Performance
By:
Ray Makela
June 15th, 2022
Are you a sales leader looking to improve your team’s performance and grow sales numbers? Most sales leaders would say yes – they are on a never-ending quest to improve the sales process, sharpen their team’s selling skills, and close more business.
Sales Coaching | Managing Performance
By:
Ray Makela
March 18th, 2022
You don’t have to be a baseball fan to enjoy the movie Moneyball with Brad Pitt and Jonah Hill. The movie is an account of the Oakland Athletics baseball team's 2002 season and their general manager Billy Beane's attempts to assemble a competitive team on a minimal budget. In the film, Beane (Brad Pitt) and assistant general manager Peter Brand (Jonah Hill) used sophisticated analytics to break the game of baseball down into leading indicators and metrics that can predict success (in this case, scoring runs and winning games).