Sales leadership

Metrics for measuring Solution Selling

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As many formerly product-focused companies migrate to selling solutions, most overlook one critical component – the way they measure sales performance.

Sales people, using a solution-selling approach, generally nurture larger, more complex and lucrative deals; they are engaging in business-level discussions with key executives in prospect companies and invest heavily in building long-term, trust-based relationships with key decision makers. But in many instances, companies measure their success using the old transaction-based sales metrics.

Making the shift to solution selling is ...

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Learning Agility

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Salespeople traditionally find themselves in conflicting spaces. A classic situation is the challenge to bring the diverging interests of clients (e.g. lower prices, discounts) and the organisations these salespeople are representing (higher prices, better margins) together. In that capacity, they have to be skilled as mediators, translators, and problem solvers.

Currently, a very different polarity is demanding attention from sales people as well as sales managers and L&D specialists supporting them. It’s the tension between the growing complexity of ...

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‘How to manage and help salesmen’ – lessons from ’60

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You might be taken aback by the sexist nature of the title of this article ’How to manage and help salesmen’.

However, if you take into account that this title comes from a book written in 1960 by Charles B. Roth you might be a bit more forgiving.

Much of what is written in this book is about honourable business practices, fair and decisive leadership, care for customers, effective coaching and support of teams, and above all, respect and dignity ...

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