Insights, page 12
A practitioner library on targeting, qualification, deal progression, stakeholder work, manager coaching and methodology adoption.
Sales Operations Management: Process, Data and Tools
Understand sales operations management and how it differs from enablement. Review responsibilities for process, data, tools and performance reporting.
Sales Motivation: Incentives, Support and Team Culture
Review sales motivation beyond commission. Consider recognition, management habits and working conditions alongside the incentives offered to the team.
Sales Manager Responsibilities and Leadership Skills
Clarify sales manager responsibilities for planning, coaching and performance reviews. Identify the leadership skills needed to support the team day to day.
Sales Promotions for Teams: Incentives and Recognition
Consider non-cash incentives and recognition when planning internal sales promotions. Set clear rules and check whether rewards support the intended behaviour.
Sales Effectiveness: Customer Needs and Team Practice
Review sales effectiveness through the customer's buying process, team capabilities and use of tools. Decide which changes address the problems you can observe.
Needs-Based Selling: Questions, Fit and Next Steps
Use needs-based selling to understand the customer's problem before proposing a solution. Check fit, clarify priorities and agree how to evaluate the offer.
Challenger Sales Training: A Practical Guide
A practical guide to teach, tailor and take control in customer conversations, with training exercises, coaching prompts and guidance on when the approach may…
Selling Enterprise Software: Buyers and Deal Planning
Plan enterprise software sales around stakeholders, evaluation requirements and long decision cycles. Review the evidence needed to move a deal forward.
Varicent Incentive Compensation Management: Overview
An introduction to Varicent incentive compensation management, with considerations for commission calculations, data quality and implementation planning.
Guided Selling in Salesforce CPQ: Planning and Setup
How guided selling in Salesforce CPQ uses questions and product fields to narrow product choices. Plan the prompt, test exceptions and maintain the data.
B2B Sales Outsourcing: Models and Partner Selection
Compare B2B sales outsourcing models and their risks. Define the work, choose a suitable partner and agree how performance and quality will be reviewed.
B2B Sales Software: Categories and Implementation
Review the main categories of B2B sales software and the work each supports. Connect tool selection with data requirements, adoption and implementation effort.
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