Sales Benchmark Index

5 Sales Management Myths Debunked

11-Jul-2013 | Sales Benchmark Index

Debunking Sales Management Myths I sat across the desk from Mike, the new VP of Sales. He had just been promoted 6 months ago. Before his promotion Mike was the can’t-miss Sales Manager. Now he was

medical sales rep

Does Your Sales Incentive Compensation Plan Drive Customers Away?

9-Apr-2013 | Sales Benchmark Index

The purpose of every sales incentive compensation plan is to influence the actions of sales reps. But an internally-focused plan can encourage behavior that works against the customer. This

How To Anticipate The Next Compelling Event Of The Buyer Process

How To Anticipate The Next Compelling Event Of The Buyer Process

21-Mar-2013 | Sales Benchmark Index

The generator got louder as I approached. The deli at 15th and 7th Avenue was serving a line of people. The rest of lower Manhattan was completely dark, thanks to Hurricane Sandy. Only two other busi

Mapping the buying process

Mapping The Buying Process: Is 57% Your Buyer’s Number?

20-Mar-2013 | Sales Benchmark Index

Mapping the buying process is a popular sales topic.  But what does it mean and why is it important to sales leaders?  We will explore in the post. In this post we will discuss two topics. If 57%

sales process

Slow Down The Sales Process To Win The Deal

28-Feb-2013 | Sales Benchmark Index

This is a post for any Sales Leader considering or using a buyer-driven sales process.  During many of our training events for a sales process rollout, we’ll get the question “So I should just id

sales process

How To Win More By Selling Less

14-Feb-2013 | Sales Benchmark Index

If you’re falling short of your 2012 number, you have three options: 1)     Keep doing what you’ve been doing 2)     Change your approach in hopes of still saving your year 3)  

sales process

New Product? Don’t Forget To Update The Sales Compensation Plan

13-Feb-2013 | Sales Benchmark Index

Congratulations, your organization is launching a new product in 2013! As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information Revising

How To Quickly Focus On Opportunities That Intend To Buy

30-Jan-2013 | Sales Benchmark Index

As a sales rep, you need to tell the difference between opportunities that are just interested from those that intend to buy.  Today’s post will define interest verses intent and why that matters t

3 Ways To Win Back Your Valuable Selling Time

28-Jan-2013 | Sales Benchmark Index

Today all of us are doing more with less. The majority of sales reps we talk with tell us they’re taking on more non-selling functions as a result of limited resources. This shift started afte

Get Your Reps to Use a Sales Process – Here’s How

15-Jan-2013 | Sales Benchmark Index

75% of most sales processes fail.  The main reason: lack of adoption in the field.  Think about this: You just invested a huge amount of time, energy and money in developing and training a buyer cen