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Your Sales Organization has Never Been So Important
| Guest post by: Glenn Parsons |
Article Overview: Time to reinvest in one of your company's most valuable resources-your sales force. Optimize the effectiveness of your sales forc.e
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Free Download - Building a Meaningful Annual Review Process By Glenn Parsons |
Your Sales Organization has Never Been So Important
Challenging economic times over the past two years have affected every business in one way or another. Just over one year ago a research study of over 2,500 sales organizations found that many companies cut back on investments in their sales teams. Two-thirds of the companies surveyed reported budgets being cut for sales training, lead generation and sales force automation tools. At the same time almost nine out of ten of these same companies reported raising their sales quotas for the year. The paradox is clear.
One year later the results of follow-up research indicates the strategy failed. Reliance on outside economic forces alone (an improved economy) to grow company revenue is a dangerously uncertain game to play. After retrenching for the better part of two years many organizations have now come to the conclusion that it is time to reinvest in one of their most valuable resources-their sales force.
Senior management is looking to optimize the effectiveness of their sales force. The challenges are many:
- Overcoming customer resistance to new spending
- Formulating the right strategies to help salespeople win the business
- Maximizing sales results while better managing selling costs
- Leveraging sales to major new customers
- Adapting sales strategies and execution when salespeople may be inexperienced or unprepared
- Hiring the right salespeople and positioning them to be successful
- Reducing or eliminating discounting
- Reaching C-level management in the organization
- Shortening the sales cycle
- Selling consultatively
- Implementing a repeatable sales process
- Automating sales tools
- Improving forecasting
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Referred by: http://www.skye-solutions.com/
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About the Author: Glenn Parsons RSS for Glenn's articles - Visit Glenn's website Glenn Parsons, managing director of SKYE Business Solutions, is a seasoned executive with a unique blend of entrepreneurial/start up and public company experience. His background and insight positions him well as a trusted advisor and valuable asset to many organizations across several different industries. With a strong legacy of executive sales leadership in venture backed technology firms, his ability to help identify and solve both strategic and tactical issues is demonstrated repeatedly. He is widely recognized for his skills as a leader, communicator, strategic thinker, problem solver, coach and mentor. His relentless focus on growth has positive impact upon revenue, profits, market share, and issues associated with organizations looking to scale. Areas of Expertise: Glenn has assisted many organizations in need of improved organizational performance. Some ways in which organizations have benefited from his efforts include: Improved sales performance and forecasting Background and Credentials Prior to SKYE Business Solutions, Glenn honed his skills in business development, executive sales leadership, operations, and professional services. Glenn's industry experience includes network security, communications, wireless access, enterprise software, and data storage. He has extensive domestic and international experience having established relationships and developed business with organizations in many countries throughout the world, especially in the EMEA and Asia Pac regions. His experience, strategic vision and leadership skills prepared him to serve in a variety of executive leadership roles, especially relating to revenue generation. He has held senior leadership positions at System Industries, Fiberlink Communications, CenterStone Software and VFA. Glenn earned a Bachelor of Arts degree in economics from Harvard University and his MBA in High Technology from Northeastern University. He serves on several boards and is active in a number of community and professional organizations. Click here to visit Glenn's website   Building a Meaningful Annual Review Process Need an Executive Coach Maybe some do but Im all set Rules of Management An Informal Selection of Favorites Your Sales Organization has Never Been So Important Assessing and Building Your Leadership Pipeline |
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Young Entrepreneur Organization: Facts.
1) The Young Entrepreneur Organization has 5,000 members in 35 countries across the world. 2) The organization was founded in 1987. Since then, it has helped many aspiring entrepreneurs with training facilities and getting in touch with the right people.
3) The average age of the members of Young Entrepreneur Organization is 34 years.
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World Entrepreneurs Organization: A part of the Young Entrepreneur Organization, the World Entrepreneur Organization and takes the message of Young Entrepreneur Organization to many additional places around the world. This organization is especially active in the area of education and training for entrepreneurs.
Young Entrepreneur Organization: Objectives.
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Young Entrepreneur Organization: Facilities.
At the Young Entrepreneur Organization, you get to meet and share views with like-minded people and fellow entrepreneurs. In order to facilitate a free exchange of ideas and growth for its member, the Young Entrepreneur Organization provides the following facilities to members.
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Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: What works for you?
- Hi Yinka,
I work better under pressure of deadlines when I am doing something for other people. However, I like to have the leisure to develop my own projects. The first case is what Stephen Covey calls a "Quadrant 1" activity ("Important and urgent") whereas the second case is a "Quadrant 2" activity ("Important, not urgent").
We should aim to make as much time as possible for Q2 activities so that we can develop our own projects. Easier said than done!
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Protect yourself from Hackers
- I received this from a newsletter from FXpro that I subscribed to. Please read and apply
In the 21st Century internet is widely used for everyday job. Despite the "ease" and free time offered from internet use, one should be aware of the dangers and be prepared to avoid and safeguard him/herself from any attacks his/her computer may accept or even from the "unwanted" e-mails received.
Golden Rules of Protection
When using the internet make sure you have an antivirus program installed in order to avoid intrusions in your Computer,
If you are using wireless internet connection make sure you have your connection locked,
Do not save any official documents on your Computer, such as Copy of Passport, ID, Bank account numbers, copy of cards in case your Computer is hacked or even stolen,
Keep all access codes/passwords in a safe place,
Do not share an e-mail address with any person,
Do not reveal any access codes, passwords to any person,
If you are using a public Computer, ie in an internet cafe, make sure you log out any internet sites you have visited before leaving and deleting the cookies in order to minimize the risk of someone following your tracks,
Regularly change your passwords on your e-mail accounts, or any other account that requires passwords,
Be careful of e-mails received. Always check the e-mail address and in case you believe that this does not come from a person, Company, Organization you might be dealing with always send an e-mail to an e-mail address stated on the person's business card, Company's, Organization website requesting them to confirm that the e-mail address on the e-mail received belongs to them, before you reveal any information,
Always have in mind that an established Company/Organization never uses an e-mail address such as g-mail, yahoo, hotmail etc thus always be careful when you are receiving such e-mails, even if it appears to be from a Company/Organization you are dealing with,
Always remember that a Company or Organization will never require you to send them your login/password/access codes,
When using a website that requires an access code, do not allow the browser to remember your passwords
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