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Welcome to Sales Performance Review... …a website dedicated exclusively to the latest news and features about the world of sales. Browse articles, search, subscribe, and stay informed.
Digital Customers Now Rule The World. Are You Ready?
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Featured Articles
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How to Be a Extraordinary Sales Manager
Explore inc.com (Jun 12 2013) Sales Management
Because selling is the most essential function of every company, there is no job more important than that of sales manager. Extraordinary sales managers play multiple roles, all of which are crucial to a firm's short-term and long-term success.
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How to Make Sense of Sales Force Turnover
Explore HBR Blog Network (Jun 10 2013) Sales Leadership
Imagine a sales leader who's looking over data from exit interviews with salespeople who've left his company in the last year. Among the departing reps, 32% left primarily because of their relationship with their first line manager, 27% left primarily because of inadequate pay, and 21% left primarily because of the lack of promotion opportunities
The question: What should the sales leader do to fix this problem?
Is it time to upgrade the first line managers, enhance pay, revisit promotion opportunities--or some combination of the three?
There's more to the story than meets the eye here. Let ...
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How to be a successful sales manager
Explore Guardian Careers (Jun 2 2013) Sales Management
Sales managers have to assume a multitude of roles. They have to make sure their team hits the weekly figures, quarterly targets and yearly goals. They're responsible for coaching and motivating their team, to make sure they have the right skills to develop, and they need to know how to develop and execute a successful sales strategy.
But being a good sales manager isn't just about being able to sell well: it requires great business sense, tactical planning and excellent leadership skills. When a sales manager achieves this balancing act then the rewards can be rich – better commission ...
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Time for truce in sales-marketing 'war'
Explore BtoB Magazine (Jun 1 2013) Sales 2.0 , Sales Leadership , Sales Management , Solution Selling
Distrust often marks the relationship between sales and marketing, but numerous points of cooperation do exist, specialists in each field say.
Kotler, international marketing professor at the Kellogg School of Management at Northwestern University, says that while marketing originally existed to provide sales with collateral material and awareness-raising ads, an imbalance arose as CMOs increasingly took their seats at the C-suite table.
“Before, marketing was seen as a service function, and no one thought it should be participating in company strategy,” Kotler said. As a result of that change, he said, CMOs are now taking more direct control of the ...
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Sales Topic:
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Solution Selling
Geos: Asia, Europe, North America
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Recent Articles for Solution Selling
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Delivering On the Brand Promise
Explore SalesAndMarketing.com (Jan 22 2013) Solution Selling
The need to get a better understanding of what a customer’s problems are and how to solve them requires a change in the way we market and sell our products and services. It may also require a retraining of our sales force. Those reading this are probably familiar with the term “solution selling.” It is a term that in the past meant a coupling of hardware and software that we thought delivered a total solution. Not so today. Today, solution selling is all about combining products, services and industry expertise to clearly define a business issue a customer is ...
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Solution Selling® 2.0 and Social Media Webcasts
Explore solutionsellingblog.com (Jan 18 2013) Sales 2.0 , Solution Selling
Announcing two upcoming webcasts: Introducing Solution Selling 2.0, Adapting Sales to the New Buyer Paradigm: Is Your Salesforce Keeping Pace? and New Imperatives for Social Media Success.
(Read Full Article) - See all Solution Selling articles >>
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