Developing A Smarter Sales Organization
Source: ECT News Network
Sales teams are missing revenue targets, not hitting quota and facing stalled opportunities as organizations strive to remain competitive and service increasingly discerning customers. In response, sales managers are still focused on lead quality, but they've also shifted their focus to increasing sales win rates and improving sales representatives' knowledge of products, customer needs and competition. Today's sales manager is faced with a myriad of challenges in an increasing hostile selling environment - deals stuck in the pipeline, frequently missed sales "commits," sales people not hitting quota.