No sales executive plans to miss their forecast, yet missed forecasts happen all the time, negatively impacting the entire organization. SOAR Performance Group’s approach to Funnel and Forecast Management allows our customers to drive predictable, repeatable results and consistently deliver against organizational expectations.
Do you ever wonder why some sales team members consistently overachieve? SOAR Performance Group’s Employee Analytics practice enables sales organizations to drive improved performance by effectively hiring and developing the top performers. Our approach to Employee Analytics begins with creating the SOAR Success Guide that defines the knowledge, skills and attributes necessary to be successful in a specific sales role. Once the Success Guide is developed, it can be used to:
This week, we will share with you the fourth best practice as discovered through a series of interviews with top account acquisition reps. Best practice #4 is: Top Hunters build compelling value propositions and emphasize them when prospecting.
Now that we have discussed developing insights, let’s get into how to use them. Ultimately, the value in having the fresh perspective is positioning yourself and your company to uniquely help potential customers address their challenges. Top performing hunters are not only effective at developing insights, but also at sharing them in a way that creates a differentiated value proposition for themselves and their company.
They do this by:
Another week, another best practice for “Increasing New Account Sales”! This week, we will share with you the third best practice as discovered through a series of interviews with top account acquisition reps. Best practice #3 is: Top Hunters use insights to generate interest with target accounts.
Based on the Harvard Business Review article “The End of Solution Sales” there has been a ton of buzz in the marketplace about insights. It seems like every sales executive that I speak with mentions something like “Our people need to use insights when selling.” However, like most buzz-worthy topics, many organizations have a very difficult time figuring out what they mean for them and how to apply them in a way that leads to improved results. The Top Hunters that we spoke with provided some great, practical tips for using insights to generate interest that you can apply within your organization.
What do commencement speeches and sales meetings have in common? I never thought that I would pose such a question until I was fortunate enough to attend a commencement for a very special person in my life, my girlfriend Katie. Her graduation was a great celebration of a hard earned achievement, but the commencement speakers were somewhere between bad and terrible. In fact, I asked over 25 people after the ceremony what they thought, and every single person mentioned that they thought the speakers left a lot to be desired. As I analyzed what made the speeches so difficult to sit through, I realized that many of the things that made the speakers ineffective also characterized unsuccessful sales meetings I had been a part of.
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