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.