Whitepaper Download The Top Sales Skills to Challenge Customers.
Challenging times require salespeople who can challenge. Top tier salespeople who challenge customers are taking actions similar to coaches who are successful. Companies, who have not clearly defined their strategy for going to market and communicated that strategy clearly and effectively down to the level of each salesperson, are now working on getting everyone aligned and on the same page. Companies are scrutinizing and seeking to refine how they qualify what goes into the pipeline and how the pipeline is being managed by sales leaders. More emphasis is being placed on determining if sales people are exhibiting the right behaviors and taking the appropriate actions. Effective behaviors and actions are monitored and rewarded if they result in sales, or discouraged if they are found to drain sales professionals and distract from results. Managers are coaching to make sure salespeople can implement the behaviors necessary to effectively bring a sale through the pipeline in a timely fashion.
There are some clear patterns and trends that end up determining which salespeople seem to be able to actually perform better in today’s market. We have found that there is a critical moment in the sales process where the top producers in today’s market are winning the business. The top producers have at least one characteristic in common. They are willing to assertively challenge their customer if hesitation appears at a critical juncture in the buying process.
To download The Top Sales Skills to Challenge Customers Best Practices Whitepaper, please complete the form to the right.
Once you register, you will receive immediate access to over 200 published whitepapers, tool kits and health checks designed by experts to help you align your culture and talent with your strategy to create a competitive advantage.
Get key strategy, culture, and talent tools from industry experts that work
Assess how you stack up against leading organizations in areas matter most
Download published articles from experts to stay ahead of the competition
Review proven research-backed approaches to get aligned
Stay up to do date on the latest best practices that drive higher performance
Explore real world results for clients like you striving to create higher performance