Sales Performance Review

Bad sales hires cost organizations through lost quota, revenue, and compensation. Not to mention the recruiting costs, onboarding costs, potential damage to client satisfaction, and the potential for increased churn as others within the organization become upset and disillusioned with their organization’s inability to hire quality people to support them.

Sales organizations in business-to-business companies have only scratched the surface of using social media. While salespeople have long been known for their social skills, those who can hone their social media skills will thrive in the digital age.

There's a question all top managers should ask: How can I make my sales force, which is one of the biggest and most important investments my company makes, perform more effectively?"

Improving sales force management is a huge opportunity. We believe that sales force improvement initiatives typically produce incremental short-term revenue gains of at least 10%, and long-term increases of 50% or more. Consider the following examples of companies that have implemented sales force improvement initiatives that had big positive bottom-line impact.

For forward-thinking sellers, the current signs predict a radically different approach to selling today, not 40 years from now. It is no longer advantageous to ignore the Internet and social media, when so many buyers are using these to find someone to solve a problem or fill a need. Indeed, top sellers are already using the tools at their disposal to win deals vs. their offline counterparts.