Henry Okwo asked: Most organizations employ some kind of sales coaching program; however many don’t yield measurable results. The top performers continue to make up most of the revenue pie. How can organizations motivate the under-performers? Should they use more contests and more bonus money? The top performers are usually the most motivated anyway, they …
Continue reading “Sales Training – Measuring Performance Development”
Henry Okwo asked: Do some organizations still apply the usual sales formula that it takes 10 to 20 cold calls for each sale? If that was the case, a lot of reps who were low performing could just double the amount of calls the next month and success, right? Not so fast, if only if …
Continue reading “Sales Training – Determine the Best Account Activity”
Henry Okwo asked: The meaning of sales value can vary from one organization to the next and indeed differ from one sales rep to another. However the key is how the customer perceives the value. Organizations like coaches can call plays, but it doesn’t mean it will work out. Is the customer truly getting the …
Continue reading “Sales Training – Value From the Customer’s Perspective”
Henry Okwo asked: We have all watched a sports game and noticed an athlete that may not be as naturally gifted as others, but he had a burning desire and drive to succeed. You noticed that they never gave up on any plays and contested at every possible opportunity. The internal drive to succeed is …
Continue reading “Sales Training – Measure the Internal Drive”