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Sales Result Blog

Defining Sales Excellence: Can You Identify Your Top Performers?

Do you manage a team of sales reps with clear (or sometimes not-so-clear) over-performers and under-performers? Do you have a rep on your team who you wish you could duplicate? Are you able to weed the “A” players from the “C” players, and articulate why they fall in their respective categories? Simply put, are you able to define your Characteristics of Sales Excellence?

By Eric Morse

· April 27, 2016

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Topics: sales management, sales tip, sales training, sales goals, sales efficiency, sales effectiveness, sales vp, sales team, winning sales team, sales excellence, sales organization, sales coaching

Gain a Fresh Perspective Through Sales Discovery

“What we see depends mainly on what we look for.” ― John Lubbock

Are you caught in a rut? Have you grown sales to a certain level but are unable to pass this plateau? Has your Sales Organization become stagnant as it faces tough challenges from new competitors or a change in the marketplace? Your challenges are far from unique and opportunities for change are abundant with the help of a fresh perspective.

  • fresh (adjective): not previously known or used; new or different.
  • perspective (noun): a particular way of viewing things that depends on one’s experience and personality.

Fresh. Perspective. Two words, when combined, offer a new or different path forward that suddenly appears.

What can Fresh Perspective do for you?

Once you have determined you have a problem, the next (and perhaps most important), step is to to get to the the root of the issue through a detailed Executive Sales Discovery process. You might be asking yourself what this process looks like, and we are going to help you understand it right here.

An Executive Sales Discovery is a thorough process in which our team at SRi works with closely with your organization to quickly and accurately understand your sales needs. Through onsite meetings and interviews with the executive team, key stakeholders, sales management, sales reps, and others involved at all levels of the organization, we are able to understand the present day conditions your team faces, and get a 360-degree view of the good, the bad, and the ugly at play within your sales organization. 

By analyzing these interviews and conducting intensive research, we are then able to provide a report which gives our clients a highly-customized, fresh perspective on opportunities to improve their organizations and fix tough issues that they've historically struggled with.

A fresh perspective comes from a team effort. SRi is one part of this team, but you are a critical part of the team also, as we work together for your success. The right questions must be asked, and answered honestly, in order for the Executive Sales Discovery process to be successful. SRi has extensive experience in asking these questions to shed light on your needs, (some of which you may not know exist yet!)

An Executive Sales Discovery report includes:

  • A Fresh Perspective that will highlight high-level details on the current state of your sales organization
  • The Top Priorities to attack, including short-term immediate fixes along with long-term solutions
  • A detailed Competitive Analysis on your specific industry and the current state of the marketplace
  • An understanding of your Hidden Revenue Blockers – what is keeping you from being successful
  • A SWOT analysis highlighting your Strengths, Weaknesses, Opportunities and Threats
  • A detailed Project Roadmap to success, and how to get there

Put SRi’s Fresh Perspective to work for you
At SRi, we pride ourselves on bringing the fresh perspective to every engagement we undertake. We have a diverse background of working in many different industries and verticals, which allows us to step in to your specific situation and have an immediate impact. We look forward to working with you on an upcoming Executive Sales Discovery, or whatever service you might need!

By Erin Riley

· April 21, 2016

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Topics: sales, sales consulting, sales vision, sales tip, discovery, sales leadership, sales goals, sales success, sales strategy, sales discovery, sales organization, passionate sales

The “3P” Approach: Playbook, Process & People

At SRi, we believe a successful sales team hinges on the three “P” formula: playbook, process, people. A playbook provides best-practice messaging and strategies, a process gives guidance to efficiently turn more cold leads into closed sales, and [the right] people use the playbook and process properly, giving way to increased revenue while taking a more effective  approach.

By Liz Stone

· April 5, 2016

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Topics: ceo, Sales Process, sales leadership, sales playbook, sales vp, inside sales, aa-isp, sales coaching

Inspire Greatness: The Path to Passionate Sales

Passion is one of the most critical elements to a salesperson’s success. The question is not whether or not passion matters (it absolutely does!), but how to ignite and maintain that passion in your sales team. There are a myriad of famous sales quotes that talk about passion and motivation, and there’s a reason for it. 

By Chris Strandin

· March 24, 2016

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Topics: sales tip, sales training, sales goals, sales success, winning, sales playbook, sales strategy, Passion, coaching, sales team, winning sales team, sales organization, passionate sales, winning sales

Five Reasons Why You're Losing to Your Competitor

Are you tired of losing to your competitors? Is there a particular competitor that you find yourself constantly coming up against? Is there a new competitor in your space that's starting to gain traction?

While every industry is obviously different and there are many factors at play when it comes to competition, such as pricing structure, client relationships, recognizable brand name, referenceable accounts, etc., there are five common reasons across the board for why certain companies continue to dominate over others.

By Liz Stone

· March 17, 2016

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Topics: sales managment, Sales Process, sales planning, sales vision, selling, playbook, sales tip, sales training, sales goals, sales success, winning, sales playbook, sales strategy, sales organization

“Trump” the Competition: Surpass the Pack with a Playbook

Political stances aside, we can all agree on one thing when it comes to the 2016 presidential elections, which is the power that lies in changing the game.

By Eric Morse

· March 3, 2016

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Topics: sales, Sales Process, selling, playbook, sales success, winning, sales efficiency, sales effectiveness, sales playbook, sales strategy

Top 10 Ways Sales Ops Can Help in a Funnel Review

The sales funnel is a valuable visualization tool that depicts the progress of sales opportunities as they narrow down to new customers. It provides a transparent view of all leads available to the sales team and how they are being managed as they move throughout your sales process. In order to be effective, regular sales funnel reviews are necessary, and should be done on a regular basis; monthly beween Sales Operations and the VP of Sales, quarterly between VP of Sales and CEO, and annually with company leadership/board/shareholders.

By Eric Morse

· February 24, 2016

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Topics: vp of sales, ceo, Sales Process, sales leadership, sales success, sales funnel, sales strategy, sales operations, CRM, sales ops

Sales Ops 101 for the New CEO

As a CEO, your margin for error is slim-to-none; there is no room for guesswork. Every choice you make has a major impact on your entire organization, so your decisions must be sound and your initiatives strategic. In order to meet the high expectations that come with your executive title, you need to be backed by good, clean data and metrics provided to you by the Sales Operations Manager.

By Eric Morse

· February 10, 2016

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Topics: ceo, sales consulting, sales leadership, sales success, sales operations, chief executive officer, CRM, sales ops

CRM for CEOs: Are You Looking at the Right Data?

Any CEO worth his or her salt understands the importance of using a CRM system to collect and analyze data, which allows you to track your sales team activity, have a transparent view of your sales funnel, and provide verifiable numbers to your board with confidence.

By Eric Morse

· February 4, 2016

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Topics: vp of sales, ceo, sales goals, sales success, leadership, tailored approach, salesforce.com, sales funnel, sales vp, salesforce, CRM

Five Reasons Why You Need a Sales Playbook

Can every member of your sales team deliver strong value propositions and elevator pitches that address a prospect’s needs while building credibility and peaking interest? Is your team consistent and effective in their approach strategies, both individually and collectively?

By Eric Morse

· February 2, 2016

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Topics: vp of sales, sales, sales management, ceo, sales consulting, sales vision, sales efficiency, sales effectiveness, sales playbook


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