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Sales Training: Deploying Knowledge, Process and Technology to Consistently Hit Quota
Aberdeen Group, Sep 2010
Sales organizations in 2010 remain under economic pressure to accomplish more with less, as companies worldwide endeavor to achieve and sustain post-recessionary profitability through top-line revenue growth. The result is often a larger investment in knowledge transfer, promulgation, and retention in order to arm sales talent with the skills and behaviors necessary to acquire larger customers within shorter selling cycles. With the advent of technologies enabling buyers with increasing insight into the sellers’ products and competitors, the traditional strategies of bringing qualified prospects to a closed deal require a new set of contemporary skills among sales staff.
Top-performing companies in this study – those that most learned to adapt to difficult conditions and emerged the strongest – understand the need for actionable practices and data that aligns sales behavior with business objectives and creates best practices that allow them to rapidly adapt to changes in the market. This requires a holistic approach that not only includes productivity enhancements for the sales function, but also potentially for key partners in marketing, finance, operations, human resources, and information technology, all of whose efforts impact both top and bottom line growth
Reasons to purchase:
- Grow Deal Sizes
- Increase Annual Revenue
- Boost Team Quota Attainment
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