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Case Study: Assessing Sales Managers’ Ability to Lead Sales Transformation at Iron Mountain

25 October 2016

In transforming its sales organization, Iron Mountain knows sales managers must lead the way. Success depends upon managers' ability to identify salesperson strengths and gaps; effectively coach; and apply critical thinking skills to how they approach their accounts and opportunities. To focus on these three competencies, Iron Mountain has created...Read more

Conference Archives

Workshop: Solving the Sales Methodology Puzzle

25 October 2016

Most sales organizations believe in the value of a defined selling methodology. But when it comes to selecting a specific methodology, consensus can be hard to come by. Consultative selling, insight selling, challenge selling; the list of alternatives the list goes on and on. How should a sales leader select...Read more

Blog Post

Avoid Staring at Your CRM Reports: An Interview with Jason Jordan

23 October 2016

We all know the struggle. The CRM report comes out and you stare at it, willing it to easily give you the information you need to cultivate leads and foster higher performance in your sales reps. Here, Jason Jordan, Partner at Vantage Point Performance, tells us how to avoid the...Read more

Blog Post

Your Incentives Plan May Be Bringing Down Your Revenue: An Interview with Lindsay McGregor

20 October 2016

Itâ€™s a reality weâ€™re all facing as more and more millennials enter the workforce: commissions and bonuses are no longer a sales repsâ€™ biggest motivator.Â In some situations, your incentive plan may actually be hurting your companyâ€™s revenue.Â Lindsay McGregor and Neel Doshi have conducted extensive research, questioning thousands of...Read more

Webcast

From Boss to Coach: Turning Great Sales Managers into Great Coaches

19 October 2016

Success in sales isn't based solely on following a set of mechanical, process-driven rules. It begins within the head and heart of the salesperson. Unfortunately, few managers are well equipped to understand a salesperson's internal drivers/barriers, much less have a meaningful discussion about them. Sales leaders end up ignoring the...Read more

Webcast

Research Update: Investment in Salesperson Skill Development

13 October 2016

Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations and job descriptions; in some cases, firms may even recast fundamental assumptions of how their salespeople deliver value to customers. Managing through this kind of change...Read more

Conference Archives

2016 Sales Force Productivity Conference

1 October 2016

Webcast

Building the Sales Force’s Digital Playbook

29 September 2016

With a digital sales playbook, salespeople can easily find the right messaging and content, in context, right when they need it. In this session we provided a framework on how to take your existing sales messaging and content, link it to each sales process stage, and ensure its effective delivery...Read more

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Case Study: Assessing Sales Managers’ Ability to Lead Sales Transformation at Iron Mountain

Workshop: Solving the Sales Methodology Puzzle

Avoid Staring at Your CRM Reports: An Interview with Jason Jordan

Your Incentives Plan May Be Bringing Down Your Revenue: An Interview with Lindsay McGregor

From Boss to Coach: Turning Great Sales Managers into Great Coaches

Research Update: Investment in Salesperson Skill Development

2016 Sales Force Productivity Conference

Building the Sales Force’s Digital Playbook

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