In today’s hyper-competitive landscape, the departure of even one high-performing sales professional can result in significant revenue loss, decreased team morale, and a void that takes time and resources to fill. So, what entices top sales talent to join, remain engaged, or exit a company?
In the fast-paced world of business, particularly in sales, we often hear the adage, “The customer is always right.” While the essence of this statement—prioritizing customer satisfaction—is undeniably important, I’d like to add a corollary – “Don’t forget about the employee.”
I’ve got a dynamic duo of young kids at home – adorable, energetic, fun to hang out with, and, as I found this summer, expertly skilled and seriously persuasive negotiators! As their dad, it’s my responsibility to teach and guide them. Yet, I couldn’t help but find myself learning valuable lessons from them each day.
Habits are actions, routines, or behaviors that become ingrained over time due to frequent practice. They are often performed without conscious thought or deliberate decision-making, as they become part of our routine. Habits take us to where we were yesterday, and yesterday’s habits may not be good enough to finalize today’s sales transaction.
Technical expertise alone is no longer sufficient to steer organizations and teams toward success. The need for leaders to upgrade their soft skills is coming if it isn’t already here! Need evidence? Check out the World Economic Forum’s list of the top 15 workforce skills of 2025 – nearly half being soft skills.
The art of negotiation has always played a crucial role in achieving success in B2B sales. In today’s business landscape, the pressure to continuously enhance profitability has made effective negotiation skills more essential than ever. Customers, driven by the pursuit of better pricing, constantly seek ways to improve their profits, putting suppliers under universal pressure to meet their demands.
One of the crucial dilemmas faced by sales managers, senior executives, and leaders is whether they should participate in the sales process alongside their sales professionals when dealing with customers. The impact of their involvement can be the deciding factor between sealing a lucrative deal or losing a valuable opportunity.
Customers are the lifeblood of your company, they fuel growth, and without them, your business would not exist. Customer Performance Indicators (CPIs) are powerful metrics companies can use to measure their effectiveness in meeting customers’ needs. How well a company performs against CPIs often serves as a powerful indicator and accurate predictor of growth.
Performance-based pay structures have long been a staple in the sales business, offering an incentive for sales reps to go above and beyond in pursuit of success. But, performance-based pay has two sides. While it can be a powerful motivator, it also carries its fair share of challenges.
According to recent research by Gallup and workhuman, despite being a fundamental employee need, only one in four worldwide strongly agree they have received recognition for their work in the last week. When organizations move that bar up to six in 10, they stand to gain a 28% improvement in quality and a 31% reduction in absenteeism.