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1-100 people
100-500 people
500+ people
Customers will maintain existing supply agreements
Customers will tighten their belt and cancel contracts
Customers are investing to grow their business
Launching new products
Retaining & growing customers
Creating and winning new sales
A finely balanced business process deemed as mission-critical
A necessary evil they're not fully convinced they need
A dark art they don't fully understand
Our Sales & Marketing runs like a well-tuned machine -- we always over-achieve our quota
We hit our quota, but it comes down to the 'personal heroics' of a few key people each year
We don't really know how we achieve sales and marketing success
We give our salespeople books, e-learning or training designed by an internal department
We invite proposals from brand-name or local training companies
We call on industry thought leaders to benchmark our performance and design a sustainable program
Unconcerned because ups and downs always happen?
Curious to know why, and what can be done about it?
Actively searching for ways to improve revenue growth?
I'd promote them to management to coach everyone else
I'd learn their strengths and teach these to the rest of the salesforce
I'd fire the non-performers and reward my top producers with the budget I save
Our salespeople manage a few large accounts, so most time is focused on service
Our salespeople manage many accounts, so most time is spent making sales calls
Our salespeople spend more time on CRM & admin than actually selling
We get a regular supply of leads, ready to buy, and most convert into a sale
We get leads but few are interested in buying in the near future
Leads? I wish!
What is the size of your sales?
What do you expect customer spending to be like this year?
Where is your company focusing most this year?
How would your CEO describe the sales function of your company?
Which of the following best describes your company?
When you seek to improve sales performance, where do you look for answers?
With sales performance ratios declining around the world, are you?
If you could know which half of your salesforce will be your biggest sellers two years from now:
How much time do your salespeople spend with customers?
How would you rate your company's lead generation?
75%-100%
50%-75%
25%-50%
Out of every 100 leads in your funnel, how many progress to a proposal?
Thought Leadership
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