Raybec Sales Effectiveness Blog

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

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: 

Read More

Topics: Sales Effectiveness, Sales Productivity

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.

Read More

Topics: Sales Effectiveness, Sales Productivity, Sales Discovery

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!

Read More

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.

Read More

Topics: Sales Effectiveness, Sales Productivity

Sales Managers–Here’s What to Look for in a Sales Scorecard

Posted by Robert Beckerman

Sales managers know that there has been a dramatic shift in the way buyers perceive and interact with sales people. The Harvard Business Review said it themselves – it’s “the End of Solution Sales.” Hopefully, you have adjusted your sales process and strategy accordingly to ensure your team’s success. If not, that may explain why your sales performance has been suffering. Luckily, a sales scorecard can help you determine the root of the decline of your sales performance – if it’s done right.  Before you leave to find your sales scorecard, here are some tips on what to look for so that you can get the most out of your scorecard results.


Read More

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

The Perfect Qualified Sales Lead: Why Sales and Marketing Need to Agree

Posted by Robert Beckerman

In today’s world, the perfect qualified sales lead is one that has come to us, engaged with us, and has felt that we’ve provided them value – even before talking to us. When the sales rep finally reaches out, the lead is responsive, and so the sales rep uses their time more effectively, focusing on opportunities that are more likely to close. In order for marketing to provide this continuum of value, engagement and nurturing that makes the lead feel like they are valued and not like they’re being sold to, the two departments must work together. Unfortunately, as we all know, communication between sales and marketing is rarely resonant. 

Read More

Topics: Sales Effectiveness, Sales Productivity, Lead Nurturing & Conversion, Sales Process & Performance

Top Strategies to Increase Sales Effectiveness

Posted by Robert Beckerman

Here are a few top strategies to consider as you strive to improve your sales effectiveness. Many in sales management focus on sales skills, pipeline management or other techniques to boost performance. Here are four strategies that have proven to increase sales effectiveness across many different industries: 

Read More

Topics: Sales Effectiveness, Sales Productivity

Why Your Sales Training Just Hasn’t Worked

Posted by Robert Beckerman

Your sales team has been underperforming. So you figure it’s time to call sales training to the rescue, even though you know the bump in performance is only short lived. But why is that? If sales training’s job is to close the gap between your team’s current skills and the optimal skills needed for success, shouldn’t the training take care of the issue permanently? The problem with this traditional approach is that there’s no consistent support for the change in the behavior that your sales people have been trained to execute. Sales training alone won’t work - you need changes to your sales team’s workflow.

Read More

Topics: Sales Training, Sales Effectiveness, Sales Productivity, Insight Sales Process

How Lead Nurturing Increases Customer Value

Posted by Robert Beckerman

Proper lead nurturing can make the difference between hitting and missing your sales targets. Lead nurturing is one of the most powerful processes you can provide to your sales team. Done correctly, lead nurturing provides your team with a steady stream of qualified prospects. Done incorrectly or, worse yet, not done at all, and lead nurturing can derail your entire sales process. Here are three reasons why lead nurturing increases customer value and improves your sales productivity.

Read More

Topics: Sales Productivity, Lead Nurturing & Conversion, Customer Development & Retention

How to be More Effective in Sales

Posted by Robert Beckerman

For most salespeople, increasing sales productivity requires them to develop effective sales techniques. Without effective sales techniques, the only sales you make are to customers who initially have a very high propensity to buy from you. Typically, this doesn’t represent a large enough demographic to build an entire career upon. Developing more effective sales skills isn’t hard, but it does take focus, and a willingness to change. Once you’ve adopted these techniques, you’ll find that they’ll help make you a more effective sales person.

Mouth Closed, Ears Open

A prospect will tell you everything you need to know to increase your sales effectiveness, if you give them the chance. While you do need add value and stimulate the conversation, you shouldn’t be directing the dialog or trying to steer it in a particular direction. For the first few minutes, it should be all about listening to their wants and needs. It’s during this time that you’re learning all of the details that will allow you to pull them into a more compelling engagement and culminating in a purchase. If you’re too busy talking, or steer the conversation away from where they would like it to go, you’ll miss out on important information—and diminish the probably of the sale.

Read More

Topics: Sales Effectiveness, Sales Productivity, Insight Sales Process