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about Sales productivity

26th September 2013

We all hear chat about how today’s buyer is changing. No longer a static individual, waiting for a sales call to spark some interest or make them think twice about how they are approaching a particular aspect of their lives, but an educated, switched on group that know what they do and do not want.

Then…

Step back in time 10 years (when, yes, I was just 13!) to a time when sales people were lumbered with a presentation, a data sheet, a quota and simply told to go sell

A business culture is nothing new. We all talk about how important it is to promote a productive culture in the workplace. But what about a healthy sales culture? Every sales director will have an idea of what his or her team culture should be like, but how often do we see a specific sales culture in business?

Sales operations should be a breeding ground for success, avid determination and the development of a competitive streak

Sales mistakes

Salespeople front your company. They represent (or should do) everything you stand for as a company and a brand. The way they sell, the way they present themselves and how they come across to prospects and customers reflects entirely on you.

Just to preface this post, we are only human after all. We do, from time to time, make mistakes. The sales arena is challenging and making small mistakes comes with the territory of a fast paced job