Over the past several years, Qvidian has surveyed hundreds of executives and sales leaders around the world from various industries, markets, and company sizes to create a comprehensive ongoing study of the changing objectives and challenges facing sales leaders.   This Sales Execution Trends Report investigates new obstacles sales organizations face to meet these objectives, as well as explores current conditions and investment areas needed to improve sales execution; providing further market insight into the state of sales today. 

Industry research shows that effective sales coaching can dramatically improve the performance of a sales team - in some cases driving up revenues by 20% or more.   The reason for such potential improvements is the significant "multiplier effect" sales organizations can achieve through sales coaching: one trained manager can coach multiple sales professionals and improve their overall performance. With such potential benefits it is no wonder that many sales organizations recommend that their frontline sales managers spend 25% - 45% of their time sales coaching.   The High Impact Sales Coaching Guide provides expert advice on essential sales coaching skills to help sales managers effectively empower their teams to reach their highest potential.

Annual performance reviews are a given in business. What is not a given is timely and meaningful feedback throughout the year. Yet research shows that providing ongoing feedback in smaller chunks, while situations and circumstances are still fresh in the employee's mind, is more effective than a one hour meeting once per year.

The toughest thing for sales people is to ask questions and REALLY stay silent. They just talk too much and sabotage a sales person’s success. Sadly, most sales people are not aware of this as prospects and client typically don t share this. This webinar will teach creative ways to build great sales people who ask consistently open-ended questions, actively listen, and DO NOT TALK TOO MUCH!

There is little question that many sales hiring authorities are taking a new look at this misunderstood, but critical function. They have learned, all too painfully, that their hiring methods of the past don't apply any longer.

Typically only 20% of salespeople are considered high performers. Why are so few highly successful? There are deeper reasons- reasons why salespeople succeed or fail... What actually causes your salespeople’s success? Why does most sales training cause your people to shut down? And what are the five dimensions that most influence sales’ success? This eBook will provide all the answers as well as explore the critical role of values, inner beliefs about selling itself and belief in your products in influencing sales success. Click below to download this eBook.

The steps in the sales cycle have remained consistent over the years. What's changed are the tools that top sellers use to win more business. More and more, digital sales tools require salespeople to think and act like marketers to attract prospects.

Nearly 60% of companies face leadership talent shortage which impedes their performance and over 50% of first time managers FAIL.  There is a very big difference between a leader and a good leader.  There is a HUGE difference between a good leader and a great leader.  Sales organizations need to learn that what makes a successful individual sales professional doesn’t make a successful sales manager. No matter what, leadership involves preparing, improving, and growing your skills continuously.   What worked leading your team, group, department, company or sales cycle this year could very well be completely ineffective next. 

The book represents an ingenious guide on how to achieve peak performance in sales, your career, and life. It is written by 27 exceptional entrepreneurs and sales leaders. If finding excellence in sales were like climbing to the top of a mountain, we offer you here 673 years of climbing to the top of the sales mountain. You can hike your way up to the summit in 52 pages. The book has two main parts: "The Process" chapter represents the most important hard-earned lessons, on the following topics: Sales Development, Negotiation/Closing, and Customer Success. "The Career" chapter is profound in its simplicity. "The Career" chapter tells you about our heroes’ North Star or what key ingredients brought success, in their long and fruitful careers. This book is a treasure trove. We hope you find the guidance you are searching for and some new valuable insights as you browse through these pages.

As part of their research study, SiriusDecisions once concluded that "the inability of sellers to communicate value" was the "single biggest inhibitor to sales growth." That's a big statement. And as much as we've talked about "value" since then, most sellers still struggle to create and communicate it.

The days when a salesperson could close a sale with a "feature dump" presentation and win the sale are long gone. Unfortunately, many salespeople don't know there is an alternative. They know they need to advocate "value," but the path to that end is unclear.

Do you really believe that modern B2B buyers want their "objections overcome?" Can you imagine anything more combative?

If onboarding new team members is important for every position in your company - getting it right for salespeople is even more crucial since they are the face of your company. And yet, many sales managers are so happy they finally filled an open sales position they pay little attention to helping their new salesperson get up to speed. The result? Baptism by fire and unnecessary mistakes!

The first step in creating top sales coaches is recognizing that most sales managers do not invest enough time coaching their salespeople.  And worse, when they do coach their sales team, they often focus on short-term results rather than mid-to-long-term development.  Top performing sales managers spend at least 50% of their time coaching salespeople and do so in a consistent, structured fashion that drives individual improvement for each team member.  

Is your sales content helping reps close deals? You might not know the answer—and you’re not alone. Many sales enablement pros and product marketers who support sales teams lose sight of their content as soon as it’s released.

Thought leadership: creating, curating, and engaging on content is foundational to attracting your targeted audience and starting conversations on LinkedIn.   

If you're not yet where you want to be in your life and career, what's holding you back? Most of us know the steps we need to take to move up to the next level, but often something gets in the way. And quite frequently that's obtaining "permission" to succeed. The hold-ups can come from many sources; let Dr. Cindy McGovern help you navigate these internal channels, and challenge the inner voices that govern our lives. Whether your biggest goals are professional or personal, Dr. Cindy's strategies will make your permission mission a successful one.

All variations of the hybrid workforce are emerging as employees head back to the office--or not. Many high-tech companies have granted flexibility for workers to continue to work remotely. For example, Twitter and Facebook have announced that employees can continue to work remotely forever, while Google has proposed that "around 60 percent of employees come to the office a few days a week, while another 20 percent will work in new office locations and 20 percent will work remotely. Download below to learn the options companies are offering and lessons they're learning.

Attend this high-energy, interactive webinar and get the top five practical marketing and sales techniques successful organizations use to eclipse their competitors. Use one or more to increase sales and revenue.  

Several years ago I got word that a large tech company was going to send a "Request for Proposals" out to several vendors for a large consulting and training contract. My advantages - I had already worked with several divisions of the company. I understood the culture - its habits, strengths, and weaknesses and "lingo". My work had gotten consistently good ratings from the groups I had worked with. My disadvantages -Would the decision-makers worry that my "lean and mean" operation could not deliver on a huge contract? Who were the decision-makers, and how would they decide? What were their decision-criteria?

Cut Enterprise Accounts Sales Cycles in Half...While Improving the Closing Ratio! In this session, we'll explore a tactical process and technique your sales team can use that cuts the Enterprise sales cycle in half, while improving the closing ratio without having to drop their price.

This webinar teach a very specific methodology how to map sales coaching strategies to sales training, initiatives, and expectations. This mapping methodology will teach A2 tier approach using learning types in a mapping methodology that makes coaching easy for sales leaders to apply.  

Amidst plummeting employee motivation and waning job satisfaction, even the best efforts of today's leaders are struggling to maintain a motivated workforce. Join us in this exclusive webinar, we will unveil an innovative scientific approach to revitalizing employee motivation and delve into the discovery of the 23 core intrinsic drivers that fuel your passion and those of your team. During the webinar you’ll gain a comprehensive understanding of your results, as well as learn how to harness these insights to supercharge your own work and foster a thriving, diverse team that excels.

30-year management coach, Ryan Dohrn, will explore what "truly" motivates your team. These insights will guide and inspire your thoughts on everything from fixing those that are underperforming to compensation to leading the unleadable.