Do You Know Your Sales Team’s Batting Average?

Categories Getting the Appointment, Sales
Sales Team's Batting Average?

With Spring Training in full swing and Opening Day quickly approaching, have you ever thought about your own “team” in terms of America’s Favorite Pastime? Long before Brad Pitt and Moneyball, baseball has been a game full of statistics and rankings. Similarly, sales leaders and sales teams measure their success based on metrics and analytics. Too often, though, the method of computations used to measure sales get complicated- making it time-consuming for sales leaders and confusing for salespeople. A batting average is a great statical measure…Continue Reading “Do You Know Your Sales Team’s Batting Average?” →

When You Finally Meet: Body Language for Sales People

Categories Presenting
Body Language for sales people

After however many emails and a seemingly endless game of phone tag, the day has finally arrived: you’re meeting your prospective customer in person. You’ve got your talking points down, your sales deck buttoned up, and your favorite outfit is ready to go. You’ve done everything you can to make this meeting go well — or have you? Many studies suggest that while we may technically speak with our mouths, we speak far more with our bodies. Body language can completely contradict what’s coming out…Continue Reading “When You Finally Meet: Body Language for Sales People” →

What is the Rule of 78 and how does it apply to Sales?

Categories Sales
WHAT IS THE RULE OF 78 AND HOW DOES IT APPLY TO SALES

Does it seem like every salesperson you know has shifted into high gear once the new year starts? If so, it is likely because they understand the infamous Rule of 78. Simply put, the Rule of 78 is a way to quickly estimate a full year’s worth of revenue for businesses that deal with monthly recurring fees. By applying this rule you can quickly estimate the sales turnover a particular salesperson will bring with a set target every month. To use the rule, you simply…Continue Reading “What is the Rule of 78 and how does it apply to Sales?” →

How to Upgrade Your Sales Training Techniques in 2017

Categories Sales
meeting about sales training techniques

One aspect of all businesses is undeniable: sales are the key to maintaining and improving your bottom line. No matter which industry you’re in, no matter what clients you serve, there’s always a way to improve your sales training techniques. Constant learning and improvement not only helps in surging sales figures but creates an ever-improving sales force whose performance is so vital for the organization. Intelliverse is here to guide you through the process with some tips and tricks to help hone your sales team’s…Continue Reading “How to Upgrade Your Sales Training Techniques in 2017” →

The Power of Personalized Product Recommendations

Categories Sales
THE POWER OF PERSONALIZED PRODUCT RECOMMENDATIONS

Marketers clearly influence consumers by delivering relevant messages and content and making the shopping experiences more personal to them. This personalization enhances the buying experience for a prospective customer, and as a result can also accelerate sales, improve conversion rates and increase revenues. Personalization offers the buyers a great shopping experience along with surging the sales figures of the sellers. Amazon, the e-commerce retail giant, was a pioneer in these efforts, creating very effective, personalized product recommendations beginning in early 2000. Research studies also support…Continue Reading “The Power of Personalized Product Recommendations” →

The 5 Stages of Sales Prospecting

Categories Getting the Appointment, Negotiating, Presenting, Proposing
5 Stages of Sales Prospecting

Sales prospecting is a process that turns your target market into a customer sale. Breaking down the process into 5 stages can help you not only notice areas of improvement but figure out ways in which you can increase sales and make your work more efficient and effective. The first three stages of sales prospecting are the ideal customer profile, suspects, and prospects. These three stages are essential to determining who you want to target, which of your suspects fit into this target and interacting…Continue Reading “The 5 Stages of Sales Prospecting” →

How to Structure Your Sales Team for Maximum Return

Categories Sales
How to Structure Your Sales Team

Hiring top sales talent is a crucial factor for building a successful sales team, and as a manager or VP, it can be tempting to rely solely on the sales chops each individual brings to the table to drive success. Unfortunately, though, as your team grows, this becomes less feasible. It might work to have a handful of sales reps doing their own thing. A team of 50 or even 100 sales reps, though, quickly becomes unruly and unmanageable without a solid structure in place….Continue Reading “How to Structure Your Sales Team for Maximum Return” →

Sales Force Automation – Improve Efficiency and Enhance Customer Experience

Categories Sales, Software Tools
Improve Efficiency and Enhance Customer Experience

Sales force automation technologies have increased exponentially in recent years and businesses are implementing these software solutions at a rapid pace to enhance productivity, accelerate the sales cycle and improve revenue. As the name implies, sales force automation (SFA) is basically the process of maximizing the efficiency of the repeatable processes a sales person performs, utilizing software tools to automate and streamline business tasks within the sales process. However, SFA solutions also do much more: by automating tasks, it also gathers data on the performance…Continue Reading “Sales Force Automation – Improve Efficiency and Enhance Customer Experience” →

The Secret of a Successful Sales Manager

Categories Sales
The secret of a successful sales manager

Why do many successful sales reps fail at managing and motivating their sales team? Is the skill set required to be a sales manager significantly different? What are the common challenges faced by sales managers? Is it understanding the product, people, market, or do they fail in motivating and coaching their team to success? Companies frequently promote successful sales reps to management and often the resulting performance is lackluster. What does it take to be a sales manager and what are the secrets of a…Continue Reading “The Secret of a Successful Sales Manager” →

How to Motivate your Under-Performing Salespeople

Categories Gamification
motivate underperforming sales staff

In a perfect world, your team would come to work every day amped about their jobs, ready to sell to the best of their ability, and leave feeling accomplished and satisfied. Sometimes, that world is a reality. What’s far more likely, though, is facing the challenge of motivating an underperforming sales professional or even an entire sales team. Some abide by the “get on board or get out” policy, and there are certainly circumstances where firing an employee is an appropriate response, but it should…Continue Reading “How to Motivate your Under-Performing Salespeople” →