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Why Financial Service Companies in Europe Need Effective Front-Line Sales Managers

Why Financial Service Companies in Europe Need Effective Front-Line Sales Managers

The fallout from the global financial crisis (GFC) had stronger ramifications for sales process in Europe than for the U.S. The Retail Distribution Review (RDR) was one of the formal programs of the Financial Services Authority (FSA) in the UK and one of its five key tenets was to remove the commission bias from the system so that recommendations made by advisers are not influenced by product providers.

By Chris Bucholtz | January 12th, 2016

5 Proven Tips to Motivate Your Sales Reps

5 Proven Tips to Motivate Your Sales Reps

First, let’s be 100% clear: The fundamental and most important character trait for a top-performing sales rep is motivation. Everything starts from there. Reps have to face hurdle after hurdle, objection after objection, “no” after “no”, with a smile on their face and a deep-rooted desire to overcome and win, no matter the odds or obstacles.

By Eric Brown | August 19th, 2014

What Makes Some Sales Reps Better Than Others?

What Makes Some Sales Reps Better Than Others?

Some surveys indicate that sales reps add value to the customer conversation only 20% of the time, that means only once in five meetings! That is pathetically low coming at a time when buyers have heightened expectations, refusing to engage with reps until they have completed 70% of the buying journey, giving reps very little time to make a difference. In the digitally evolved marketplace, where information is at buyers’ fingertips, there is just no room for second impressions.

By Eric Brown | August 7th, 2014

4 Tips to Raise the % of Sales Reps Making Quota

4 Tips to Raise the % of Sales Reps Making Quota

“Do more with less,” was the common refrain during the Great Recession of 2008. But there’s only so much you can do with LESS. How long will reps make quota if you constantly cut back on training, coaching, and enablement? In the years of the recession the percentage of reps making quota steadily rose through 2009, 2010, and 2011, until it plateaued at 63% in 2012 and finally dropped to just over 58% in 2013, says data from CSO Insights. This underlines the fact that there’s only so much productivity and efficiency that a rep can achieve while constrained for resources.

By Eric Brown | July 22nd, 2014

Are Your Sales Reps Ready for a Digitally Evolved Marketplace?

Are Your Sales Reps Ready for a Digitally Evolved Marketplace?

Years ago, the sales rep was the primary source of information for the customer. The customer looked to the sales rep (and at times, their peers in competitors) to educate them. Those were simpler times, when sales reps could regulate the flow of information and control the sales cycle.

By Eric Brown | July 2nd, 2014

Yes, it’s OK to be Selfish

Yes, it’s OK to be Selfish

Is there ever an ok time to be selfish?  We think there is, especially if you’re a sales rep responsible for driving revenue for your company.  The thing is, we’re not just talking about money here, although that is a part of it.  What we are talking about is the tools that you need to be as successful and productive as possible.  The type of tools that help you close more deals, close larger deals, and close them faster than ever before.  In other words, the type of tools that are going to help you crush your quota and maximize your commissions while helping your company reach its revenue

By Jon Skog | February 26th, 2014
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