Ouch! No one really says this, but it's almost always in the back of everyone’s mind when listening to a sales pitch. People are generally too polite to say it, but one hears it in the sighs of impatience and the occasional objection.
Research, common sense and my own experiences point to the fact that people learn best on the job. Learning best happens at the point when a skill or approach is required. Research indicates that an average sales person with proper one-on-one coaching will improve their sales results by 20-40%. For a software company with the average quota being $2 million, that's $400-800K incremental revenue. An excellent ROI by any standard!
Too often business strategies are conceived then rolled out to the various departments. With sales it's different. Your sales strategy needs to be front and central to your business strategy. The sales department are the ones responsible for your revenue and if they can't execute properly all your planning will be for naught.
Alignment is key to gain and retain customers. Too often the sales department is in conflict with so many of the other departments over customer issues and opportunities. Very often I have heard one or more departments referred to as the "Sales Prevention Department".
Ouch! No one really says this, but it's almost always in the back of everyone’s mind when listening to a sales pitch. People are generally too polite to say it, but one hears it in the sighs of impatience and the occasional objection.
Research, common sense and my own experiences point to the fact that people learn best on the job. Learning best happens at the point when a skill or approach is required. Research indicates that an average sales person with proper one-on-one coaching will improve their sales results by 20-40%. For a software company with the average quota being $2 million, that's $400-800K incremental revenue. An excellent ROI by any standard!
Too often business strategies are conceived then rolled out to the various departments. With sales it's different. Your sales strategy needs to be front and central to your business strategy. The sales department are the ones responsible for your revenue and if they can't execute properly all your planning will be for naught.
Alignment is key to gain and retain customers. Too often the sales department is in conflict with so many of the other departments over customer issues and opportunities. Very often I have heard one or more departments referred to as the "Sales Prevention Department".
We'd love to begin a conversation with you regarding your needs and our personal approach to building your skills and company sales strategy.