The Nine Acts of Sales Leadership
If you want to improve your company’s sales culture, you must first understand this: The sales function is a series of processes....
Six Critical Processes for Sales Leaders – Action Selling ® In Action
In the real world, how is it, exactly, that a concentration on the 6 Critical Sales Leadership Processes contributes to your efforts to create a great sales culture? Glad you asked....
TQM for Sales Leadership? Yes!
The primary role of all sales leaders is to deliver profitable revenue to the company. To be a great sales leader, therefore, you must focus on how that can best be done....
Sales Leaders: Born or Made? – Action Selling ® In Action
A lot of companies are talking these days about “sales culture.” It’s pretty hard to develop a great sales culture without a great sales leader. That’s exactly what our best clients have. They know that leader development is an important key if a company wants to build or improve a sales cul...
“One Call” Close Not Dead Yet? – Action Selling ® In Action
One wouldn’t normally think of a CPA firm as remarkable example of a thriving sales culture. But “remarkable” is exactly how I’d describe BerganKDV. We’ve worked with BerganKDV over the past 10 years to help them grow to a top 100 accounting firm in the nation. And, they’re not stopping ...
“One Call” Close Not Dead Yet?
If you’re an Action Selling ® Certified salesperson, you’ve already stepped on the accelerator to move deals forward faster. If you’re average, you’ve seen a 25% reduction in sales cycle time once Action Selling ® has been implemented into your sales cycle process. But what if there ...
How Do You Know If Your Sales Force Is Good?
If you’re wondering whether your sales force is “good,” basing your measure on quota attainment alone is probably not the best way to look at the issue. In fact, quota attainment just raises more questions: Is the revenue you’re getting the right revenue? Are your salespeople selling the rig...
Blessings From Management – Action Selling ® In Action
"If you want to get top management's blessing to continue training sales reps, you'd better deliver an ROI," says Tyler Benson, sales training manager for CHS Inc., a Minnesota-based Fortune 100 agribusiness and energy company....
Blessings From Management
How can you prove to skeptical management that sales training works? It's one of the oldest questions in the industry, and it's not a simple one....
It’s Not What You Sell, It’s How You Sell – Action Selling ® In Action
Tyler Benson is the sales training manager for CHS Inc., a Minnesota-based Fortune 100 company owned by stockholders including agricultural cooperatives, farmers, ranchers, and others. CHS sells many products that are extremely hard to differentiate. One example is propane....