Sales Strategy Insights

Weeks and months of planning go into defining the optimal sales org design for your organisation: Countless meetings and analysis comparing the benefits of hunter/farmer, stratification, product specialisation or other…

What should be the appropriate frequency of quotas – daily or monthly? Identify your desired outcomes and consider unintended consequences before you answer this question. Sales organisations often struggle to…

This report will help you test a redesigned sales compensation plan to ensure cultural fit. Plus, you’ll find advice on compatibility with other sales effectiveness drivers. Let’s suppose HR is…

Ask any organisation what’s happening in the sales department on the last few days of the month and the entire last week of any fiscal quarter. You’ll probably get an…

Capturing competitive intelligence is difficult. Some companies capture loss information using a drop-down menu embedded within the opportunity record. Others purchase enablement software in the hope that an algorithm will…

Well-trained sales reps identify buyer’s needs by asking a series of scripted questions. This exercise can uncover useful information for the rep, but it provides little value to the customer.…

How many times has sales missed revenue growth goals? More often than not, the root cause is a sales number that was set incorrectly. Corporate strategy is the main culprit.…

The purpose of a sales process is to win more deals in less time.  The reality facing sales forces is that decision-makers are making purchases differently today. Traditional sales processes…

When Xerox first established a sales operations group in the 1970s to take on activities such as sales planning, compensation, forecasting, and territory design, group leader J. Patrick Kelly described…

Decision-making at big B2B companies is often skewed by anecdote and myth: A worried report from the most vocal sales person about a competitor’s latest move; a customer complaint that…