Colleen’s Blog

How often does your sales team take the time to reflect?

Strategic pivots can help you during these times.

Last year, I finished a project with a client who generated a whopping 1,600% return on investment. How? They shared their wins internally.​

Quarterly business reviews are essential for understanding potential growth with existing customers, retention issues and future opportunities. They are just as crucial for troubleshooting where sales performance isn’t meeting expectations, as well as for measuring the return on investment your client is receiving for the work you do together. Get serious about doing this analysis.

   I’ve been working with organizations to help them understand what their internal best practices are for selling and what behaviours are really driving top performance. And one of the central themes being noted by top performers across multiple organizations is team selling.

Last week, we started talking about trends in the marketplace. Another trend that we are spotting inside corporations is that the buying process is becoming more collaborative than ever.

Your sales team could be too isolated! A couple of years ago, I was working with an organization and we brought their entire sales team together in one room. One of the first things we did is we asked each individual on the team to begin sharing examples, ideas, thoughts and success stories. We wanted to determine whether those success stories aligned with the goals and values that the company put forth. Something interesting happened though. We began hearing phrases like: