In the real world, how is it, exactly, that a concentration on the 6 Critical Sales Leadership Processes contributes to your efforts to create a great sales culture? Glad you asked....
The primary role of all sales leaders is to deliver profitable revenue to the company. To be a great sales leader, therefore, you must focus on how that can best be done....
A lot of companies are talking these days about “sales culture.” It’s pretty hard to develop a great sales culture without a great sales leader. That’s exactly what our best clients have. They know that leader development is an important key if a company wants to build or improve a sales cul...
One wouldn’t normally think of a CPA firm as remarkable example of a thriving sales culture. But “remarkable” is exactly how I’d describe BerganKDV. We’ve worked with BerganKDV over the past 10 years to help them grow to a top 100 accounting firm in the nation. And, they’re not stopping ...
If you’re an Action Selling ® Certified salesperson, you’ve already stepped on the accelerator to move deals forward faster. If you’re average, you’ve seen a 25% reduction in sales cycle time once Action Selling ® has been implemented into your sales cycle process. But what if there ...
If you’re wondering whether your sales force is “good,” basing your measure on quota attainment alone is probably not the best way to look at the issue. In fact, quota attainment just raises more questions: Is the revenue you’re getting the right revenue? Are your salespeople selling the rig...
"If you want to get top management's blessing to continue training sales reps, you'd better deliver an ROI," says Tyler Benson, sales training manager for CHS Inc., a Minnesota-based Fortune 100 agribusiness and energy company....
Tyler Benson is the sales training manager for CHS Inc., a Minnesota-based Fortune 100 company owned by stockholders including agricultural cooperatives, farmers, ranchers, and others. CHS sells many products that are extremely hard to differentiate. One example is propane....
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