The conventional sales wisdom says that increasing sales is best accomplished by improving the quality of the sales team. For the Fortune 500, investing hundreds of thousands of dollars in training, recruiting and paying top-tier talent is a viable strategy. For mid-sized and smaller businesses, “buying your way out of the problem” is not a viable option. So how do you improve performance of the sales function and keep the sales team you have? It’s not easy, but it is possible. We have studied top-performing sales teams of 10 or less and discovered hundreds of best practices that allow them to perform like Fortune 500 teams for a fraction of the cost. If you would like to learn about these best practices and our best practices audit, please complete the form below.
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Bad Voicemails – Installment 9
Oh, your CEO wanted you to call, that is certainly a reason for me to call back, right? Listen to the latest installment of our “Bad Voicemails” series. Read more →
Sales Secret #1: DISC Profiling
First used by the U.S. Army in the 1940s, DISC personality profiling has remained a powerful and well-kept secret until recently. While tons of personality profiling systems exist, DISC is special because it allows you to quickly categorize someone AND predict their behavior. This ability to predict the person’s motivation and future behavior makes DISC... Read more →