While sales organizations make large investments in sales processes, methodology, messaging and training, many sales teams quickly forget what to do and what they have learned after an initial launch event. SAVO Sales Process Pro provides companies with the technology to continuously reinforce and coach the right skills, content, and tools within the CRM system. DSG helps client organizations create the selling processes, coaching frameworks, and sales messaging that provide the fuel for enabling sales teams through SAVO Sales Process Pro.
The sales insight roundup gathers news, research and provocations from thought leaders in sales and leadership. Here’s what we found interesting this week: 4 Reasons Why Executives Are Concerned About Digital Risk From Gartner Beyond the hype and hysteria in the press about cybersecurity threats, board members and senior executives are genuinely interested in the IT risks they currently face. This growing interest in IT risk is currently being driven by four consistent themes that we experience in our daily client interactions at Gartner.
Implementation and Outcomes In our last blog, Sales Enablement Lessons on How to Improve Revenue Predictability, we considered a situation experienced by IT outsourcing company CompuCom. Their situation was all too familiar—new sources of business were in decline making it difficult to predict future revenue. CompuCom worked with DSG to create sales enablement tools addressing the issue.
A few years ago, IT outsourcing company CompuCom had a pipeline problem. Its sources of potential new business were in decline making it increasingly difficult to predict revenue and plan for the future. They came to DSG needing a solution. You undoubtedly encounter the same situation in your industry—struggling to forecast revenue one quarter to the next as solid prospects for sales decline. Fortunately, CompuCom implemented a solution that not only grew their pipeline, but also increased their win rates. The lessons learned from their experience are instructive for us all.
The sales insight roundup gathers news, research and provocations from thought leaders in sales and leadership. Here’s what we found interesting this week: 4 Tips for Creating a Search-Free Sales Organization From SAVO Think like every type of sales person: Every organization has various types of sales people with varying competencies… The key is to understand the psyche of these different types of reps and design solutions that appeal to the entire sales force.