Survey: How World Class Sales Organizations Meet Quota, Speed Up Growth and Improve Lead Conversion Through Better Sales Training
Jul 14, 2010 Surveys and Polls
Click Here To Take The Survey and Get A Complimentary Copy of This $399 Report That Benchmarks Best Practices.
Would you like to learn how Best-in-Class sales organizations meet quota more frequently, speed up their revenue growth and improve lead conversion rates through better sales training?
Aberdeen Group is conducting a survey that will help companies such as yours determine the Best-in-Class procedures for using sales training services and products to guarantee maximum revenue results and shrink the sales cycle.
This is a confidential benchmark study to evaluate Sales Training and the best practices to deploy knowledge, process and technology to consistently hit quota. The report will allow your organization to benchmark its adoption of sales training best practices and technologies that impact sales force productivity against both your peers and against Best-in-Class companies.
By participating in this brief confidential survey, you will be able to see how your experiences in sales training compare with those of your peers, benchmark your performance, and see how you can achieve Best-in-Class results.
The resulting report will provide companies with a road map for leveraging best practices around enabling providers and technologies, and offer a unique opportunity to benchmark their year-to-year accomplishments against peers in this second annual Aberdeen study.
Your participation is a vital part of the report development, and serves as the foundation of Aberdeen’s research. If your company is planning on implementing a sales training solution, or is simply evaluating the potential benefits, we would appreciate your feedback in this brief, 10-minute survey.
In appreciation for sharing your time and thoughts with us, Aberdeen will provide you with complimentary access to the full benchmark report as soon as it is published (a $399 value).
Individual responses will be kept strictly confidential, no companies are named, and data will only be used in aggregate.
The report itself is well worth it – and you get it for free if you complete this survey. Having these benchmarks and aggregated data (everything is held in confidence) of what other organizations like yours are doing is an invaluable resource to best identify and refine your world class practices to achieve breakthrough results from any training initiative you engage in.
Click Here To Take The Survey and Get A Complimentary Copy of This $399 Report That Benchmarks Best Practices of The World’s Leading Sales Organizations.
Tags: benchmarks, best in class, best practices, survey, world class sales organizations, world class selling
STUDY: Employee Engagement Ranked As the Most Important Organizational Success Driver: Event This Week!
Jun 1, 2010 Executive Coaching, How to Manage Your Team, Live Events, Sales Management, Surveys and Polls, coaching for managers, coaching salespeople
An unscientific poll of visitors to the EEA portal over the last two months suggests engagement in early phases. More specifically, this poll found that:
• 47% had received at least one survey from their company in the last year; the rest had not;
• Only 32% said their organizations provide them with a dynamic environment that encourages excellence and advancement;
• 51% believe engagement should be measured by customer and employee retention; 31% by revenue and profits, and 17% by employee absenteeism and productivity;
• In terms of what drives people to perform, these respondents ranked, in order: helping the organization achieve its goals and objectives; open and honest communication with management; belief that the organization is a best place to work; compensation and benefits; feeling that one is making a contribution, and rewards and recognition;
• Employee engagement is ranked by these respondents as the most important organizational success driver, followed by customer engagement, and then supplier engagement;
• Only 25% of organizations seriously consider channel partners when making business decisions that affect them;
• 67% of companies think they have no better than ordinary relationships with vendors;
• Respondents said their companies generally did a good job of developing products with customers in mind, and measuring results, and showing commitment, and not as good a job at internal marketing or getting customers to “identify” with their companies.
Given the direct relationship between employee engagement and coaching – as a manager, executive or business owner, your ability to effectively coach your team is what will make the difference between average or mediocre results and securing as well as retaining your position as a leader in your market. Now more than ever, executive coaching and sales coaching for your sales team and management teams is what will truly provide you with your competitive edge.
If you and your organization are interested in learning more about engagement and the impact it will continue to have on your business, then join us June 3-4 at the Doral Arrowwood, Rye Brook, N.Y. (just 10 minutes from Westchester County Airport (HPN) in White Plains, N.Y.)
As a subscriber and reader of my blog, I can offer you a complimentary registration to the upcoming Enterprise Engagement Expo and Conference, which I am speaking at. Simply go to eeaexpo.org, and use the code PF2010 to register to get complimentary conference and exhibit area access. I’ll be speaking on the role of sales leaders in relation to fostering a deeper level of engagement with their people and meeting with clients and potential clients in a “conversation center” at the event where we’d be happy to meet with you as well! (I’ll be there on June 3 only so shoot me an email if you’ll be there and we can meet!)
Understanding how to engage key customers, channel partners, employees and vendors provides a competitive edge for your business and a maybe even a potential boost to your career.
This conference offers a unique introduction to a proven path to business success critical to professionals seeking to improve the performance of their organizations and themselves. The program is designed to help you learn from experts, peers, and leading suppliers about the emerging new of enterprise engagement and how you can profit from it.
Let me know if you’re coming by shooting me an email to info@profitbuilders.com and I’d be happy to meet you there!
Click here for a complete program agenda and to register. Be sure to use code PF2010 to take advantage of this complimentary offer.
Tags: coaching, conference, engagement, event, leadership, live training, speaking
Profit Builders Named One of the Top Ten Best Sales Coaching and Training Companies
Mar 25, 2010 Sales Coaching, Sales Training, Surveys and Polls, coaching salespeople
Can I make a humble plug here? Okay, we’ve earned some bragging rights and I was just excited to share this news with you. My company just received a nice accolade and recognition for being named one of the Top Ten Best Sales Training and Coaching Companies by Selling Power magazine.
Here’s the announcement below from Selling Power:
“One of the few great generals in history who never lost a battle was the Russian general Alexander Suvorov, who explained the roots of his success with his memorable motto: “Train hard and fight easy.” The sales profession is fortunate to have effective thought leaders who have created powerful sales-training and development solutions that help sales managers and salespeople improve their skills. And better skills translate to more valuable customer relationships and increased value to the company’s bottom line. These 10 top sales training solutions can help you and your company create more sales than you ever thought possible.
Profit Builders
Keith Rosen is fanatical about increasing your sales. That’s why almost half of the Fortune 1000 companies and the top companies in six major industries chose his training and coaching solutions. Profit Builders addresses the specific challenges that are unique to your company and then moves beyond traditional training by coaching your salespeople around best practices and best thinking to develop true champions. While Keith’s programs and books have won numerous awards, his bragging rights are earned through more sales and long-lasting results. www.profitbuilders.com
You can see the entire article here, listed in alphabetical order.
Tags: management coach training, Sales Coaching, sales management coaching, Sales Training
Today’s Sales Champions Deserve Recognition. Nominate Your Top Salesperson Today and Win!
Nov 10, 2009 Live Events, Sales Coaching, Sales Training, Surveys and Polls, sales tips
For more details or to nominate one visit this page: Here’s The Link
Do you know a true sales star? One who closes more deals and brings in business for your company or a company you know?
It’s time to pay tribute to those sales professionals out there who are the ones that are driving the success within today’s companies. AllBusiness.com wants to honor the top-performing salespeople who are working hard to make a difference in this competitive market. Tell us about the salesperson in your network or company who you feel deserves the limelight.
Nominate Your Top Sales Star!
We’ve put together a panel of sales coaches and experts who will select one salesperson each month from among the nominees and I’m personally excited about being a member of this panel. We need your nomination.
That person nominated will be profiled in a feature article for AllBusiness.com and our sister site, Hoover’s, and will receive free membership in a sales networking and coaching program. Every nominee will receive a FREE six month VIP Membership over at Top Sales Experts.
One annual winner will get a package of sales training and coaching programs, membership in Top Sales Experts, and additional tools and resources to continue developing their expertise and talent.
Lets honor the top-performing salespeople who deliver results in today’s competitive market. They deserve it and you can help make that happen.
For more details or to nominate one visit this page: Here’s the link.
Also note, there is no deadline for entries each month; all nominations received are carried forward.
Tags: best salesperson, compete, sales contest, sales nominations
“Reduce Expenses or Increase Sales?” If You Want To Drive Growth, It’s All How You Think About It
Mar 2, 2009 All About Selling, Business Coaching, Executive Coaching, HR issues, How to Manage Your Team, Sales Management, Surveys and Polls, management tips
The San Francisco Chronicle reported the other day that if they can’t reduce expenses significantly, they will have to close or sell the business. Interesting choice of words. Why didn’t the ticker on CNN read, “The San Francisco Chronicle reported the other day that if they can’t increase sales significantly they will have to close or sell the business.”
A subtle yet critical distinction and more evidence that supports how desperately our thinking in every area needs to evolve from scarcity to abundance. Companies need to realign their focus on what really matters to drive growth and sustainability.
“Reduce Expenses or Increase Sales?” I’d go for the latter. After all, what you focus on grows. If every employee is more consumed with the survival based, scarcity and fear driven thinking that sounds like, “What can I do to cut costs?” then they are not simultaneously focusing on the more important question. That is, “What can I do to increase sales and the value delivered to our customers in order to increase retention?” Every person in your company needs to be mindful of what is needed to search out, identify and uncover new selling opportunities. But first, they need to be informed of this new line item in their job description, enrolled in it’s level of importance and then given the tools to execute on this. This is the priority today. Otherwise, the fundamental misallocation of effort which is a byproduct of this misaligned thinking within many organizations today will continue to leave more failed businesses in its wake.
Management must turn your binoculars around. Instead of looking at what you can take away to lighten your load, make each person an integral part of customer retention and acquisition. You’ll soon notice a positive change. Otherwise, the next load that is lightened can be you.
Here’s a quick survey that you can take and then check the poll results immediately. How has your company measured up? Are their efforts aligned with all of their good intentions? Are they allocating budget where it can have the greatest impact? Or, are they more caught up in searching for another place they can cut costs rather than focusing on what they need to do to boost sales? Take this poll and see how you compare against other companies. If you don’t see the poll below, go to the poll page here.
Tags: Executive Coaching, management articles, polls, Sales Coaching, Sales Management, sales tips
CEO’s Need to Get Their Head Out Of Their Assets. Check out This Layoff Tracking Scorecard
Feb 15, 2009 American Entitlement, Business Advice, Business Coaching, Business Tools, Executive Coaching, Sales Management, Surveys and Polls, accountability, articles on leadership, coaching for managers
I want to share a conversation I had recently with a CEO of a fairly large company. He was telling me how they’ve done as much fat cutting, expense reduction, budget freezing and overhead trimming as they can.
They’re on their second rounds of layoffs and it’s still not looking good, as another layoff is lurking. With sales down and their pipeline drying up rapidly, I asked him what he’s doing to better market and sell his core product line, as well as what the company is doing to better train and develop their people, especially their salespeople. As I surmised, he responded, “Well, regarding advertising and training, those were two of the first things we cut out of our budget.”
He then continued by saying, “We’re doing everything we can to cut costs wherever possible, just doing the absolute minimum in spending to ride this storm out. We’re running pretty lean right now and really, the only things we’re spending money on today are the bare necessities to keep this ship afloat and to keep the lights on.” The tone in his voice almost suggested that he was proud of the way he’s handled this.
My response to him was simple. And it’s the same message I’d deliver to every CEO and business owner out there who thinks this is what they need to do to navigate through these challenging times and come out on top. I said, “You can continue to cut costs and do what you can to keep the lights on but keep this in mind. In the end, you’re still selling and managing in the dark.”
In today’s marketplace, you can’t incentivize a company through a recession, freeze enough spending or cut enough overhead to survive, let alone thrive. There are enough companies out there that have proven this already who are no longer here today and more that adhere to this philosophy as a survival strategy (Circuit City, Steve & Barry’s, Linens ‘n Things, Macy’s, Citibank, Sharper Image, Washington Mutual, Home Expo, Ebay, AT&T, KB Toys, Panasonic, IBM, Microsoft and the list goes on and on. Here’s one scorecard on CNET that lists the companies that fall victim to this line of thinking and how many people they’ve laid off to date).
There are dozens of case studies and statistics out there demonstrating that those companies who continually market, advertise and invest in the growth of their people during tougher times are the ones who eventually rise to the top and thrive, positioning themselves to win more business when things turn around. Those companies who are thriving today are the ones who have the most important question in focus and in their line of sight. What is top of mind for them is, “How can I make my salespeople even more valuable and effective?” These are the companies who are investing in advertising and more so in sales coaching, sales training and in further developing their core asset, the one that can make the greatest impact in their bottom line; their people.
CEO’s and leaders of these top corporations are more transparent than ever, and most of us don’t like what we see. In fact, the words “clueless,” “disconnected” and the phrase, “out of touch with reality” come to mind. Maybe it’s because they’ve been sitting in their ivory tower far too long or maybe it’s because they’re spending far too much time traveling in their private jets.
Sure, we can’t control many of the things going on in the economy. However, what these CEO’s and companies can do is realign their thinking around the things they can control and the importance of continually developing their people, which begins with how these executives develop themselves into the leaders they can be in this new age.
It’s evident that many organizations have lost sight of the primary objective of management and leadership, which is simply this: To make your people more valuable.
So until my next rant, learn something new, hone your skills and have a great selling week!
“Oh, So This Is Somehow My Fault?” Managers, Time To Get Real. Use This 27 Point Assessment To Look in The Mirror And Identify Your Toxic Leadership Behavior
Oct 26, 2008 American Entitlement, Business Advice, Business Coaching, Business Tools, Executive Coaching, Leadership Academy, Life Coaching and Career Coaching, Sales Coaching, Sales Management, Surveys and Polls, Technology and Software, accountability, articles on leadership, coaching for managers, management articles, management tips, sales tools, training for managers
Are you toxic? Take the toxic leadership assessment here.
Are you leading your team or slowly and unknowingly eroding it from the inside out? Do you still navigate your ship using old school motivational tactics? Do you have your people living in fear? Are complaints rampant, as well as turnover? Are you spending most of your days putting out fires? Are you oblivious to the role you’re playing in any of this?
Do you ever stop to think that some of the challenges you’re faced with now might have something to do with how you might be managing your people and your business? The rules of business have changed overnight and the areas most impacted – sales and leadership.
How good of a leader are you? Maybe it’s time for you to abandon your role as Chief Problem Solver. Here’s your chance to get real about the behaviors and strategies you need to abandon today in order to get yourself out of your own way of producing the results you need. Then, you’ll be able to experience what my clients do: A 30% gain in sales.
In this assessment, you will find a list of 27 toxic management strategies that need to be abandoned. And for those managers, executives and business owners who take this assessment and react with, “Wait, this isn’t me.” I applaud you. Either you’re really that good – or really that blind (clueless and disconnected also come into mind- well, then there are those egomaniacal megalomaniacs, but need I digress). And make sure you take the coaching assessment to ensure you’re most effectively leading and coaching your people.) However, just to make sure you don’t have your blinders on, feel free to share this assessment with your team and have them fill this assessment out this assessment on you, anonymously, of course. Can you handle the truth?
Finally, for those people who are reading this blog and feeling as if they’re being managed by this type of manager, I give you this warning. If you have any desire to share this assessment with your manager or boss, make sure you know how they’ll receive it – as a subtle gesture of good will and compassion or a threat and an insult? If the latter, consider doing it anonymously.
take the toxic leadership assessment here.
Managers and Business Owners, What Consumes Your Time? Take The Poll
Sep 5, 2008 Business Advice, Career Advice, How to Manage Your Team, Sales Management, Surveys and Polls, management tips, training for managers
Curious to know what your peers spend most of their day doing? Managers, executives and business owners, here’s a poll I encourage you to cast your vote on. Once you cast your vote, you’ll be able to view the current poll results.
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