Sales Force Training

Consider a ‘Prospecting Certification Course’ for your Sales Managers… “What’s in it for you?”

By Jeff Hardesty

The last thing a sales manager wants to do is to go through a certification course in ‘sales prospecting’. They’ve been there and they’ve done that, or they’d not have been promoted to a sales manager level. (more…)

Motivational Sales Speaker’s advice on how to use Key Sales Performance Indicators to ‘See if the Shoe fits’ on both Sides of the Sales Interview Table  (more…)

A Little Phone Sales training Will Go a Long Way. Here’s a Real example…

By Jeff Hardesty

We all know ‘sales’ is full of slippery slopes and if something can go wrong, it probably will. After all, the sales process consists of sales prospecting, sales presenting, closing the deal, sales paperwork, order provisioning and order fulfillment.
All of these elements have an opportunity for a breakdown of sorts that will always come back to us; the sales person.
If we could just sell and not have to deal with all the other albatross’s life would be better; right? (more…)

By Jeff Hardesty

The most successful businesses — and certainly, sales departments — have identified their Key Performance Indicators (KPI); individual gateways that directly effect the outcome of a particular process. Then they measure the competency ratios in line with them. (more…)

By Jeff Hardesty

The most overlooked Key Performance Indicator is the “Magic number,” which refers to how many new appointments a sales rep must generate each week in order to achieve their revenue goal.   (more…)

By Carletta Pennington

A longstanding staff member is complaining about the work habits of your company’s latest new hire and threatening to go home for the day if that same new team member continues to take breaks and leave her with all the work. To make matters worse your new administrative assistant is neither administrating nor assisting. It’s Monday. And it’s only 10 am! Sound familiar? (more…)

By Carletta Pennington – Senior Consultant – The Omnia Group

Think you can spot a surefire sales pro when you see one? Think again! There are probably some very convincing (and very charming) phonies in your midst! (more…)

By Jeff Hardesty, Developer of the x2 Sales System

Here are 10 Sales Performance Steps to Routine Revenue (more…)

By Glenn Clowney

If you are not sure that you need an roi based marketing and sales strategy, think about the following for a few minutes:
• 81% of buyers expect vendors to quantify the business value of their product or service, meaning 60% more projects are likely to be approved (Information Week).
• According to an Ernst & Young study, only 2% of the buyers say vendors are exceeding their expectations for roi justification during the sales cycle.  This means 98% of the time sales professionals miss an opportunity to win the deal. (more…)