Articles Tagged with: sales effectiveness
Sales Execution Effectiveness Research Study Launch
Update: The Sales Execution Effectiveness survey is now closed. Thank you to everyone that provided input.

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In today’s marketplace, one thing that stays top of mind in sales organizations is that “we could be/should be doing better than we are now”.  Sales leaders know the pressure of growing revenues and profits, quarter after quarter, year after year.  Even after the best months, quarters and years, the expectations require more. If the growth falls short, it may take a long time to diagnose. Even when the growth meets (or exceeds) expectations, the exact reasons may not be evident (and therefore, not easily repeatable).

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7 Best Practices of Top Sales Hunters to Increase New Account Sales
Account Acquisition with Top Hunters

What would a 10% increase in new account revenue mean to your business? How about 20%? Imagine that for a moment. You’re probably thinking about the great sales rewards trip to Hawaii or the organizational awards you might receive and certainly the big bonus check that could result from such a jump. It turns out that you aren’t the only sales executive focused on acquiring new accounts.

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8 Essentials For Scaling Sales Success (eBook)

eBook – 8 Essentials For Scaling Sales Success

Driving the right mindset, practices and behaviors required for your sales organization to deliver predictable, repeatable and meaningful results. Robert Sutton, a professor at the Stanford Graduate School of Business, did some interesting research on how organizations can scale best practices.

A theme arose as a result of several discussions with senior executives at Fortune 500 companies who were working to build a more customer focused organization. Once a new or improved way of doing business was discovered, getting it to spread throughout the organization proved to be very difficult. Sutton called it the Problem of More while the executives often described it as the challenge of “scaling” or “scaling up”.

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