Often, the difference between a good sales rep and a truly great salesperson, is simply good habits.
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On the surface, account management and sales have a similar set of goals: build strong relationships with clients and increase profitable revenue.
Both functions are important in order for your organization to be successful, but they require two different skill sets.
Let’s begin by defining the two roles, and then exploring the differences.
The accuracy of your sales forecast impacts everything in your organization, from revenue projections to hiring and production capacity decisions.
Yet according to Sirius Decisions, 79 percent of sales organizations miss their sales forecast by more than 10 percent.
Your sales team’s long-term success is directly tied to their ability to form strong customer relationships, especially with their most profitable accounts.
Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish some performance measures focused on account management.
Building trust between sales leaders and their team members is essential to driving high performance.
There are many different reasons behind why a prospect or customer makes a B2B purchasing decision. But all of those reasons typically fall under 4 basic Buying Motive categories.
Why is it important for your salespeople to understand these categories?
Confident people tend towards success.
This is especially true in sales since customers and prospects will immediately trust a salesperson more if they are confident and knowledgeable.
As the leader of a sales team, you can help your team members build their confidence and achieve sales success with these 7 tips.
7 Tips for Building Confidence in Sales
As a Sales Training firm, The Brooks Group wins when our clients succeed. For that reason, we don’t do too much self-congratulating.
We recently won an award, however, that we’re happy to share.
The Brooks Group won the Happiest Company Award from TINYpulse in the Professional Consulting Services category.
Effective pre-call planning helps your salespeople convert more prospects, yet many salespeople either don’t do pre-call planning, or they don’t do it well. As the manager, you can help your salespeople win more deals by coaching them in these key pre-call planning skills.
There’s nothing more discouraging for your sales reps than to reach the end of a sales presentation and hear, “I have to think it over and get back to you."
In today’s competitive marketplace, your reps must make the biggest impact on prospects when they have the chance. That’s why it’s so important they feel confident delivering a convincing sales presentation.