An inadequate sales structure affects results. There are distinctive signs that it’s time for a sales leader to question the structure of the sales team. Discover how to structure your sales team in 6 steps.

What makes a good salesperson? They represent only 6% of the sales population. Sales statistics and Sales Force Evaluations show that they have the will to succeed in sales and the sales DNA as well as the selling competencies needed. Do your sales reps have what it takes to be part of the elite?

Every sales representative is different. To offer a personalized coaching, sales managers must first understand what drives their salespeople.

Sales closing rates are down? The need for approval of your different salespeople might be to blame. The need for approval is a weakness that results in giving more importance to being liked by the prospect than to close the sale.

A team’s DNA should be the concern of every sales leader looking to achieve the best level of performance. Discover the 6 elements and how to address them.

In sales, competition has many facets. Salespeople tend to only focus on direct competitors, but there are 3 types of competition and it is necessary to know that they are generally all present. That is why a sales process must allow the sales team to address them all adequately.

When making sales recruitment, hiring and development decisions, companies look for elements that indicate whether a rep will have success. The danger is using some of the 12 sales intangibles that can contribute to sales success, but don’t predict it…

The way a salesperson makes important purchases impacts his or her sales outcomes. A salesperson has a supportive buy cycle when the way he/she makes a major purchase supports ideal sales outcomes. Discover how to fix non-supportive buy cycles…

Consultative selling requires that representatives ask lots of questions, but they should ask the right ones. How can you be sure you’re asking great questions?

Recruiting with LinkedIn is an ideal way to hire an elite salesperson – especially when you are in sourcing mode. Discover the 5 elements of successful sales recruitment. Also find the 3 message templates to send…

Looking for an assessment test to hire new salespeople? Look for a test that’s predictive of sales success: your test should allow you to hire, integrate and develop your team.

Choosing recruitment criteria that will predict the success of representatives is essential, and personality tests aren’t the answer.

Recruitment mistakes in sales cost companies a lot of money. Discover 8 common mistakes to avoid and start making good recruitments in your sales department.

Looking to become a sales manager? The functions are very different from that of sales representative. Here are 8 things to know…

A salesperson’s Sales Percentile is the overall indicator of his or her Sales DNA level, motivation and technical sales competencies. A sales manager needs to use it when recruiting and training.

Struggling to increase your company’s sales? The gap between your sales strategy and execution could be one of the main causes. Discover 7 elements to optimize before changing your growth strategy.

If it is to a representative’s advantage to master the competence close sales, is it indispensable? How and when should it be used?

Are you looking for the one big argument to resolve the objections you face? Let’s get something straight. There aren’t any! Instead, when handling objections in sales, follow this simple 2-step process…

Do your sales representatives really want to succeed in sales? Be the leaders, be number 1? Examining willingness first is critical since no matter how expertly are performed the set of tactical skills required of a proficient salesperson, nothing can compensate for that lack of will to sell.

A salesperson who is rejection proof is able to recover immediately from rejection. Rejection in sales is an inevitable part of sales. Every salesperson will get confronted to it at some point in time. Here’s how sales managers can help their representatives handle it.

Here are 18 essential questions that every business leader should ask sales managers, by the week, month and quarter. Read the full article to learn more!

Reliable and predictive sales KPIs help companies make informed decisions about their strategy. They should make it possible to evaluate the performance, diagnose potential sales problems and promote continuous progress. Here are the 7 sales KPIs that every company must track…

A good sales force evaluation must identify the true causes of sales problems so that sales and business leaders can solve them efficiently. Most evaluations don’t do that and some can even lead to worst situations. Discover what is and isn’t a sales force evaluation…

What’s a B2B Sales Process? How efficient is your current process? Discover the benefits and elements of an optimized sales process as well as some of the required steps.

Are you looking to rework your sales process? Here are 5 key sales process steps your representatives should follow to optimize your sales team performance

SMBs often overlook the impact that their Sales Managers have. They require a unique combination of skills and abilities that standard recruitment processes don’t allow to optimize for. But, when a Sales Manager focuses on team performance rather than on sales that a company is most profitable.

Sales problems can limit your growth and expansion. These issues are often complex, but it is possible to address them. One thing is certain, sales organizations need to change to adapt to clients who are who are more informed and demanding than ever.

Discover which KPIs you should measure to predict the success of your sales team. They help you gauge whether they’re on track to meet their sales targets.

How do you motivate your sales team and maintain its motivation to get the best results? Different things motivate different people. As a leader, it’s difficult to create an environment that will appeal to everyone, so it’s your job to find what motivates each employee.

Do you need to increase sales? Here are 10 best practices your sales force needs to follow in order to achieve their targets.