Tuesday, December 5, 2023
Sales Knowledge vs. Sales Performance
Sales is a profession that involves identifying and developing new business opportunities, building relationships with potential customers, and closing deals. Sales professionals are responsible for understanding the needs of their customers, positioning their products or services as a solution, and negotiating and closing deals. However, the success of a sales professional goes beyond just having knowledge of sales techniques and strategies.
Tracking Customer Change Points for Opportunities
As a sales professional, it is essential to understand the various change points that can occur within an account. These change points, also known as "buying triggers," can signal a potential opportunity for a sale and can be the key to closing a deal. In this article, we will explore some of the most common change points that can occur within an account, and how sales professionals can use them to their advantage.
The Pitfalls of Over-Reliance on Metrics and KPIs in Sales Management
Sales management is a dynamic and complex field that requires a delicate balance between quantitative analysis and qualitative understanding. While metrics and key performance indicators (KPIs) have become integral tools in measuring and improving performance, an over-reliance on them can lead to significant drawbacks. This article explores the potential pitfalls of tracking metrics and KPIs excessively from a sales management perspective.