| | | Sales Challenger | | | | 4 articles |
| Page 1 of 1 | Previous | Next | SALES CHALLENGER MAY 8, 2013  Your Sales Machine is Obsolete 'In my last blog post , I introduced our newest research findings on sales culture, and how most sales organizations today have a sales culture or climate that is hindering their ability to build a Challenger sales force. And when you look at the cartoon illustration below, it is easy to understand why. And for the most part, these are essential and effective strategies for driving change. | SALES CHALLENGER MAY 7, 2013  3 Ways to Improve Sales Certification 'In most sales organizations, successful completion of training results in certification. That said, few reps demonstrate newly acquired skills consistently for it to translate to improved sales results. key reason for this – most sales organizations approach certification as a one-time activity. But, short-term certification fails to ensure full adoption of new behaviors. | | | | | |
| SALES CHALLENGER MAY 13, 2013  Get Your Salespeople to Listen 'The biggest challenge to communicating messages to the sales force is ensuring message absorption. While sales enablement and communication teams strive to constantly provide reps with the most up-to-date sales information, reps often complain about communication overload. We asked five main questions: What are your primary modes of communication to sales reps? | SALES CHALLENGER MAY 14, 2013  Is Your New Hire a High Performer? 'Sales organizations are increasingly turning to Insight Selling to cope with increased buyer sophistication and deal complexity. That said, our recent member survey finds that most sales leaders believe as much as one-third of their sales force does not have the potential to Insight Sell. On the other hand, our data finds Challenger reps peak high in both IQ and EQ skills. | |
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