Raybec Sales Effectiveness Blog

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

How The Insight Sales Discovery Process Leads to Better Sales Performance

Posted by Robert Beckerman

The Insight Sales Discovery Process™ is perhaps the single biggest change you can make to to quickly improve the sales performance of your team. It is a systematic and data-driven approach to achieving better discovery, accurate foreacasts and alignment of strategy and value with customer feedback.

Most importantly, it provides visibility on the factors that need improvement in each opportunity stage to coach your rep's sales effectiveness.

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Topics: Sales Training, Insight Sales Process, Sales Process & Performance

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

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

3 Tips to Help Achieve Your 2016 Sales Plan

Posted by Robert Beckerman

2016 is whole new ball game! A brand new start. New sales plans. Great hopes. The sense that you are going to kill it!

 

Review these 3 key tips to ensure that you have a strong foundation for success and start the year off right.

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Topics: Sales Rep Performance, CRM, Sales Process & Performance, Sales Plan

3 Ways to use the Insight Sales Process™ to increase sales performance

Posted by Robert Beckerman

If you've been following this blog for any length of time, you're likely familiar with the Insight Sales Process. Many of you have utilized the Insight Sales Process to create measurable and significant improvements to your team's sales performance and productivity. Insight Selling delivers value in several important areas, such as accurate forecasting, discovery management, and sales process tracking. Today, we are sharing 3 ways to use the Insight Sales Process to increase your sales performance.

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Topics: Insight Sales Process, Sales Process & Performance

Four Ways to Identify Weaknesses in Your Sales Process

Posted by Bob Beckerman

Even if you think that your sales team is a well-oiled machine, chances are there are at least a few aspects that you could improve upon. Since you can rest assured that your competitors are actively working to improve their sales process, it’s important that you do the same.

 

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Topics: Sales Process & Performance

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

10 Ways to Make or Break Client Relationships

Posted by Robert Beckerman

When you're focused on the bottom line, it's easy to forget the importance of client relationships. Relationships can seem burdensome and time-consuming. On the other hand, you may find that client relationships can make your work less stressful and more satisfying as your clients become people you work with and not just business contacts you work for.

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Topics: Customer Development & Retention, Sales Process & Performance