"It's Prospecting Jim, But Not As We Know it"

"It's Prospecting Jim, But Not As We Know it"

Unfortunately a huge amount of time and energy is wasted during the prospecting phase of the sales process. Too many eager sellers are randomly smiling and dialing. Do they really think clients are sitting by the telephone excitedly waiting for calls from salespeople to hear them pitch their products or services?

Great Sales Performers Are Made Not Born - Part 7

Great Sales Performers Are Made Not Born - Part 7

In the last few posts in this series we've taken a good long hard look at how using the S.P.A.C.E model (Simplify, Practice, Apply, Confirm, Expand) can help you and your salespeople to apply the concept of deliberate practice and get really, really good at sales. Remember the factor that explains the most about great performance is deliberate practice. More of it equals better performance. Tons of it equals great performance. In this post final post we conclude our journey by exploring the final step in our four step process. Enjoy.

Great Sales Performers Are Made Not Born - Part 6

Great Sales Performers Are Made Not Born - Part 6

In our last post in this series we looked at the S.P.A.C.E model more closely. We also examined some of the implications for continually growing sales by continually growing your salespeople. In this post we'll start by recapping S.P.A.C.E and consider how much you actually need to practice to sustainably improve your performance.

Introducing Pipeliner CRM Universals - Deep and Powerful Sales Performance Insights

Introducing Pipeliner CRM Universals - Deep and Powerful Sales Performance Insights

From the beginning, a primary goal for any CRM application has been efficient management of sales performance. It has also been a desire of individual team members to evaluate their own performance.

With its original release of Performance Insights, Pipeliner CRM well surpassed this functionality which has, in traditional CRM applications, proven overly complex and unwieldy. We introduced the ability for reps and sales units to be visually compared for a specified time period, with one or more KPIs, instant “click to detail” analysis and more.

Great Sales Performers Are Made Not Born - Part 5

Great Sales Performers Are Made Not Born - Part 5

In Part 4 of this series we shared the secret sauce of sales performance came down to one key factor. Specifically that of the studies in all of the fields, the factor that explained the most (not everything) about expert performance was the quality and quantity of practice. We also shared The Five Steps to Mastery, captured in the acronym S.P.A.C.E. In this post let’s look at S.P.A.C.E more closely. Then we’ll examine some of the implications for continually growing sales by continually growing your salespeople.

Great Sales Performers Are Made Not Born - Part 4

Great Sales Performers Are Made Not Born - Part 4

If you’ve committed to a sales success system that really appeals to you (Step 1), you have laid the groundwork for improvement in sales - though you haven’t necessarily separated yourself from your competition. If you and your solution provider make sales training part of an overall process rather than a training event, you will begin to realise benefits that are elusive to others.