What Really Creates Sales Excellence?
What Really Creates Sales Excellence?
* IDC - Sales Advisory Service (they provide research reports and hold seminars where they report on their research and provide sales enablement advice)
* Savo Group (their tag line is "never sell alone" - they tap into your sales teams' knowledge and make it available on demand)
* Xactly (they have online applications that optimize compensation and incentives)
* Landslide (they have the best sales workstyle management application so that your salespeople follow your process and enter the appropriate sales cycle information to produce the reports you need to see)
* Avitage (they provide central storage for and an application for taking the visual and audio nuggets and putting just the right message together so that your salespeople deliver the email/web message that you want them to)
I may not have their messaging the way they want it but it's my sense of what they do. But their webinar announcements all promise to improve sales effectiveness. Can they? Do they? What do you think of when you hear that you can increase or improve sales effectiveness?
What they can't do is make your salespeople any more competent, although Savo and Avitage might disagree. They can't make your salespeople any more motivated although Xactly might disagree. And they can't make them any more effective, although Landslide might disagree.
All of these applications are systems which optimize and improve efficiencies, standardization, attention to details, access to information, and how to use the information you get. They don't train and develop your salespeople and the only way to make them better is through evaluation, training and development. Evaluation identifies all of the people, systems and strategy issues that need to be addressed. Training is the process by which skills are transferred while development is the process by which their strengths are developed and weaknesses overcome. If you train and develop your people and then utilize these services then yes, you'll improve sales excellence. These application are far more effective when you've already worked with a sales force development expert, developed a sales process and developed your salespeople. Then these applications can be aligned with true best practices, as opposed to the practices in place prior to development.
I can tell you first hand how good Landslide is - I use it and recommend it to all of my clients.
I can tell you first hand how insightful Lee Levitt, the IDC Sales Advisory practice Director, is. I have met Lee and read his articles.
I met Jim Burns from Avitage and saw his demo but haven't used the application yet.
I spoke with someone from Savo Group and saw their demo but haven't used the application yet.
And I haven't met or spoken with anyone from Xactly yet.
What really creates sales excellence? No one thing - ever. A combination of things - always.
What Really Creates Sales Excellence - To learn more about this author, visit Dave Kurlan's Website.
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If you are like me, you're receiving email invitations to attend webinars at the rate of 10 to 20 per day. And you're getting the exact same invitations every single day from the exact same companies. And some of them promise the solution to all of your sales problems - sales excellence solutions. Take a look at the invitations I received today alone!
* IDC - Sales Advisory Service (they provide research reports and hold seminars where they report on their research and provide sales enablement advice)
* Savo Group (their tag line is "never sell alone" - they tap into your sales teams' knowledge and make it available on demand)
* Xactly (they have online applications that optimize compensation and incentives)
* Landslide (they have the best sales workstyle management application so that your salespeople follow your process and enter the appropriate sales cycle information to produce the reports you need to see)
* Avitage (they provide central storage for and an application for taking the visual and audio nuggets and putting just the right message together so that your salespeople deliver the email/web message that you want them to)
I may not have their messaging the way they want it but it's my sense of what they do. But their webinar announcements all promise to improve sales effectiveness. Can they? Do they? What do you think of when you hear that you can increase or improve sales effectiveness?
What they can't do is make your salespeople any more competent, although Savo and Avitage might disagree. They can't make your salespeople any more motivated although Xactly might disagree. And they can't make them any more effective, although Landslide might disagree.
All of these applications are systems which optimize and improve efficiencies, standardization, attention to details, access to information, and how to use the information you get. They don't train and develop your salespeople and the only way to make them better is through evaluation, training and development. Evaluation identifies all of the people, systems and strategy issues that need to be addressed. Training is the process by which skills are transferred while development is the process by which their strengths are developed and weaknesses overcome. If you train and develop your people and then utilize these services then yes, you'll improve sales excellence. These application are far more effective when you've already worked with a sales force development expert, developed a sales process and developed your salespeople. Then these applications can be aligned with true best practices, as opposed to the practices in place prior to development.
I can tell you first hand how good Landslide is - I use it and recommend it to all of my clients.
I can tell you first hand how insightful Lee Levitt, the IDC Sales Advisory practice Director, is. I have met Lee and read his articles.
I met Jim Burns from Avitage and saw his demo but haven't used the application yet.
I spoke with someone from Savo Group and saw their demo but haven't used the application yet.
And I haven't met or spoken with anyone from Xactly yet.
What really creates sales excellence? No one thing - ever. A combination of things - always.
What Really Creates Sales Excellence - To learn more about this author, visit Dave Kurlan's Website.
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Understanding the Sales Force - Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential.
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