Studies show incentive programs can significantly improve performance. But to maximize results, it’s important to understand the journey your participants will take from the time they first hear about the program to the day they receive their awards. 

Do these issues sound familiar?  Deals stall or go dark and you can’t seem to revive them Decision makers are introduced mid-deal and it changes everything After months of effort, your clients decide to address their issues in-house with a DIY solution You work primarily with mid-level decision makers who struggle to get their initiatives funded  You struggle with providing accurate pipeline forecasts

Are you tired of deals that stall indefinitely or end in No Decision after months of time and energy have been poured into the deal? Would you like to (or get your sales force to) stop doing what they think is working and do just what your buyers and decision makers care about?

It is an oddity of behavioral psychology that it’s a smart business strategy to let sales reps self-select some of their goals, yet not so smart to let them determine whether they receive cash or non-cash rewards for reaching those goals. Simply put, we don’t always understand what motivates us most effectively.

Excellence in team selling is critical to success for commercial selling organizations today. Customers bring more stakeholders to the table and expect to meet more than the salesperson before making a commitment.  To manage these moments effectively, salespeople need to ensure all players are operating at peak performance -- individually and as a unit -- in those high-stakes meetings.

The failure of sales training to produce results is practically legendary. The ability to change behavior is a well-documented challenge for one person, let alone an entire sales force.  So are we forced to accept the fate of low ROI from training or poor sales methodology adoption? 

Sales managers have a big job but they need to remember that reps do the heavy lifting. The key is to create an environment where the reps are prone to success. In this webinar, you will learn about three critical (and low-budget or no-budget) tools to help your reps become the best they can be. By helping them set goals, stay focused on the most important aspects of the job and get emotionally engaged, you will ensure your own success as a sales leader.

Sales manager coaching has the single biggest impact on salesperson effectiveness. Unfortunately, sales manager coaching is at an all-time low, resulting in as much as 85% of sales skills never being used to drive sales performance. In our research and experience, we have found three keys to getting the most from your sales manager coaching efforts: Motivation, Skills, and Support. This webinar will describe the three keys and how to ensure successful coaching in your organization.

Transform Your Sales & Marketing Enablement at the Speed of Business: Lessons from Microsoft’s Leading-Edge "Corporate MOOCs"   The challenge facing most organizations: transforming at scale and at speed. The answer for Microsoft was leading-edge "Corporate MOOCs" which they have continually innovated in their quest to transform to a mobile-first cloud-first company at 21st century speed.

Nearly half of all sales executives in the U.S. have voluntarily left a company because of their direct managers. In many ways, managers are as important as the C-level in influencing a company’s culture. Yet many of today’s managers have had little management training and even less development, emotional intelligence and insight into the psyche of their employees.

This session is geared specifically toward helping sales managers and sales professionals create more effective and more persuasive B2B sales presentations.  

Forget about the Red Coats, Artificial Intelligence (AI) is coming! Yes, consultative sales reps will be around for long-time, but only those who can shift their approach to outcome selling.

In today’s business world, important buying decisions are rarely made by an individual. Buying teams are the rule rather than the exception, and salespeople need to know how to sell to and influence multiple people, with multiple priorities, who have to make a single decision — whether to buy from you, someone else, or not at all.

A ten-year study of more than 100 companies showed that the number one cause of business failure is bad strategy. But, the reality is that only 3 out of every 10 managers are strategic. And when you consider that being able to set strategic direction is ten times more important to the perception of a leader’s ability than any other behavior, it’s critical that you master strategic thinking and planning.   In this webinar, you will learn a simple framework to transform strategy from a once-a-year dog-and-pony show that gets buried in a plan that never gets used to a laser-focused strategic mindset that you’ll use on a regular basis to grow your business.

Persuasive presentations are the foundation of many sales teams. Yet most sales presentations are BORING! Ellen will show you how you can be persuasive without being salesy! Discover simple techniques that everyone can learn, based on solid research.

Obviously, the sales team has a tremendous impact in the organization. If sales people don’t produce, the business is negatively impacted. And that impact is felt at every level of the organization. That means keeping the sales team engaged and productive.

Many sales reps struggle to make quota and many companies fail to achieve growth goals. Well-known selling methodologies no longer provide enough differentiation. Worse, even the methodologies that have been around for 50 years, like consultative selling, aren’t widely adopted (at mastery levels). We still sell transactionally and superstitiously. In this webinar on his Sales Transformation Straight Talk™ channel, sales transformation expert Mike Kunkle will share:   The consultative skills that provide differentiation Why they’re not enough and what else to do How to implement a sales methodology so it sticks

According to ATD’s 2016 State of Sale Training report, organizations spend an average of $954,070 per year on sales training. One of the top three barriers to making it work is the inability to tie training to sales performance. This webinar offers steps you can take to demonstrate how your training is driving sales performance and the value that performance adds to the organization. Join Jack and Patti as they describe how the ROI Methodology is applied to sales training.

Companies can provide all the fancy sales tools and training in the world, but unless each salesperson starts with the right mindset, they will not achieve peak performance. Over the past few years, neuroscience and cognitive psychology research have revealed proven methods for developing a peak performance mindset. Originally popular in sports, now the practices are being applied to B2B sales.

Self-discovery is one of the bedrocks of effectively guiding individuals to a desired outcome. Trying to move people forward without a proper appreciation of where they are can have negative consequences.   Another obstacle in the way to outstanding coaching results is the challenge of establishing rapport between coach and coachee. How we rue those painful hours when the communication just does not work. It is like you are speaking different languages.   Well in fact you may be - behaviorally, speaking a different language.

Month after month it’s the same pattern. A rep (or two) misses quota. You sit down for a 1-on-1 to discuss results and goals, to motivate the rep to sell more! Yet nothing changes. Results remain stagnant or perhaps even get worse. Your CEO is demanding growth, so now what?

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.

It’s the common sales manager nightmare: your salesperson comes in with a "great opportunity," but the customer needs a massive discount. Why does this happen so often? Because your salespeople only know how to bargain ("he wanted a 20% discount, but I talked him down to accepting only 10%!"). What we really want salespeople to do is negotiate in a way that strengthens the relationship with the customer while keeping a good profit for you. In this session, you will learn how to get your salespeople to negotiate their way to success and not bargain away your profits.

We all know coaching is important. We all know it can make a huge difference. So why aren’t you seeing more results from your team, for your coaching efforts?