win rates
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How Targeting Improves Win Rates and Shortens Sales Cycles
- January 19, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In sales, when we talk about targets, most people immediately think about revenue and profit targets, and sometimes product units and/or shipment targets. However, today we will discuss the importance of having targets around your opportunities. Please take a moment to review the image below:
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Second Secret to Sales Force Excellence
- November 10, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of the stand-out findings that jumps off the pages of our new White Paper is about sales training. Over the years, many reports have highlighted all of the money that has been wasted on ineffective training. However, the study on which this White Paper, on Sales Force Excellence, is based was equally clear about this subject. Most of the companies in the study reported that they offered sales training to their sales force. But when we looked beyond the obvious, what became most clear revolved around three important distinctions:
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