Raybec Sales Effectiveness Blog

The Sales Effectiveness Scorecard. Invest 120 seconds and put your sales team to the test.

Focus on Customer Value will Improve Sales Effectiveness and Performance

Posted by Robert Beckerman

Are you always struggling to hit your sales targets? Is there a way to get the team to work smarter and more effectively? Changing focus from sales activity to sales effectiveness is clearly a winning strategy to increase sales performance.

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Topics: Sales Effectiveness, Pipeline Management, Sales Process & Performance

Strategies to Increase Sales Effectiveness

Posted by Robert Beckerman

Sales management is always on the lookout for strategies that will help increase sales performance. Many find that they have focused on improving selling skills, streamlining opportunity pipeline development or some other technique to boost performance. Here are a few top strategies to consider as you strive to improve your sales effectiveness. They have proven to be successful across many different industries: 

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Topics: Sales Effectiveness, Sales Productivity

New customer onboarding tips will increase sales performance

Posted by Robert Beckerman

How many times has it happened to you. You are so excited after you have purchased a new product or service, only to be let down almost immediately, with your very first experience. These too-often felt frustrations lead to early attrition, difficulty in realizing future revenue growth and sometimes a multiplier effect occurs when customers share their bad feelings with others. Here are a few onboarding strategies to start your new relationships off on the right foot.
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Topics: Sales Rep Performance, Sales Effectiveness, Sales Process & Performance

Sales Process Improvement Drives Sales Performance

Posted by Robert Beckerman

Sales enablement is critical to your success – thing is – you first have to determine the right sales process for your company. Many companies find that they are focused on several areas including sales training, analytics, CRM, product innovation, inbound marketing, or lead generation. While these factors are important contributors to increasing sales productivity, they alone are not enough to drive success by delivering sales enhancement.

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Topics: Sales Rep Performance, Sales Effectiveness, Sales Process & Performance

Becoming Sales Effectiveness Experts

Posted by Robert Beckerman

You need to increase sales performance to meet your aggressive sales targets. You have put the team through sales training - again - and have pushed hard on increasing activity. Now what?

The only way to improve sales performance is to ensure the consistent delivery of your sales process and develop the key sales insights that are required for continuous improvement of that process. Sounds like a tall order but here are a few key strategies that will help you create the framework for sales success.

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Topics: Sales Effectiveness, Sales Process & Performance, Sales Discovery

Improve Sales Performance with Optimal Sales Discovery

Posted by Robert Beckerman

Just about every conversation that I have with sales executives leads to an expression of their greatest need, "Improve sales performance ... as quickly as possible!"  In almost every case, the real issue is the need to more consistently and effectively implement their sales process. In almost every case the quickest road to success is to improve their understanding and execution of their discovery process. Here are a few important benchmarks to consider in reviewing your sales discovery.

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Topics: Sales Effectiveness, Sales Productivity, Sales Discovery

Getting The Most Out Of Hubspot CRM And Sidekick

Posted by Robert Beckerman

Most organizations have made the important shift to inbound marketing. If you are on the Hubspot platform here are a couple of important considerations to help you convert your inbound leads effectively.

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Topics: CRM, Sales Effectiveness, Insight Sales Process, Lead Nurturing & Conversion

The Best Sales Call Ever!

Posted by Robert Beckerman


Have you ever had a review discussion with one of your salespeople that starts out, “I just had the best call!” As you proceed to ask what it was all about you hear things like: 

  • There is absolutely no way we don't get this deal!

  • They really liked me!

  • They are so ready to buy!

  • We are a shoe-in!

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Topics: Sales Training, Sales Effectiveness, Selling Value, Sales Productivity, Sales Techniques, Building Trust

Regain Sight of the Big Picture with These Key Sales Strategies

Posted by Robert Beckerman

The best sales leaders are without a doubt heavily involved in the oversight of their day-to-day sales process. Getting granular with the issues that your team is dealing with–the objections, the rejections, the missed targetsis crucial to understanding what your sales team needs from its leader. Being an effective leader also means that you are able to back up and see the bigger picture, including the structural problems or challenges your team faces, and the long-term goals that have been committed to. While it can be tempting to stay "in the trenches" with your team, your primary responsibility as the leader is to analyze, plan and achieve success.

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Topics: Sales Effectiveness, Sales Productivity

Stay in Control of the Sales Process with These 3 Tips

Posted by Robert Beckerman

Giving your sales reps the tools to stay in control of the sales process can make a big difference in improving their sales effectiveness. When they have the tools and strategies to guide them, your sales reps will gain the confidence necessary for sales success.

It's not uncommon for sales reps to let the buyers take control. After all, the buyers are the ones making the decision. However, in today’s competitive environment with less and less access to customers and prospects it is more important than ever to effectively control the sales process.

The following three tips can help your sales reps to stay in control of the sales process:

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Topics: Sales Effectiveness, Building Trust, Customer Development & Retention, Sales Process & Performance