Metrics-driven sales coaching. Pick one skill at a time to focus on. Use metrics to find which skill will have the biggest impact on a salesperson’s performance.

Motivate through sales compensation plans and contests. There are many ways you can develop you...

1. “Hire the same successful salesperson every time.” (The Sales Hiring Formula)
2. “Train every salesperson in the same way.” (The Sales Training Formula)
3. “Hold our salespeople accountable to the same sales process.” (The Sales Management Formula)

Marketing and sales can measure their performance and hold each other accountable.

• Marketing teams should define how many leads in each buyer persona they are passing on to sales and should be able to calculate the implied value.
• The sales team...

• Create a theory of the ideal sales characteristics, then score every candidate for each characteristic on a scale of 1 to 10.
• Define an evaluation strategy for each characteristic. Consider what behavioural questions to ask.
• Score can...

1. Coachability: The ability to absorb and apply coaching.
2. Curiosity: Understanding a potential customer’s context through effective questioning and listening.
3. Prior Success: Does the candidate have a history of top performance ...

Sales face unprecedented challenges for organisations and salespeople. 

• One reason is the massive increase in competition. The average company today has twice as many competitors as five years ago.
• The other reason is that rel...

Three elements of the sales methodology:

• The buyer journey: It increases the likelihood that the buyer’s need will remain centre during all aspects of the selling process. 
• Sales process: The sales team can step back and reflect on how to accel...

Convert from cold calling to inbound. To make this transition, salespeople should position themselves as thought leaders using blogs and social media.

Once the leads come, do not send every lead to sales. Instead, create a buyer matrix to understand who is ...