Salespeople are the frontline of many businesses and consequently, considerable resources are ploughed into their training. But when sales results don’t rise despite development sessions and supervision, what do you do? Australian automotive industry body Capricorn sought to improve their sales performance by improving the quality of the coaching given to their salespeople. This meant […]
Over half of salespeople will miss their quotas and one in ten won’t even meet half of their quotas. These are the stark predictions of the latest Salesforce report. The reason? Because “sales teams fall short of rising customer expectations” as customers demand ever-more personalization. Telecommunications giant Comcast recognized this and re-invented their onboarding program […]
What difference would a 19% boost in the performance of your sales people mean for your bottom line? That’s what you can achieve with effective coaching feedback, according to a study by the Sales Executive Council. When onboarding new sales people, the focus is on getting them up to speed as quickly as possible on your […]
If we asked you to watch one of your team in action and tell us what they need to do to perform better, you’d probably know what to say straight off the bat. But would they? The answer to that question is more important than you may realize. A study of more than 40 Fortune […]
Sales Onboarding can seem straightforward, after all salespeople are self-starters, right? But, what if we told you that two-thirds were planning to leave within the year? That’s a fact according to a Glassdoor survey. What’s more, the cost of replacing just one salesperson is estimated at $115,000. With your bottom line at stake, it’s worth […]
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