Sales managers
- Develop trust within sales teams to motivate and inspire employees.
- Manage performance across the sales pipeline with a consistent approach across the team.
- Coach and develop a strong sales team and identify talent that strengthens it.
Sales representatives
- Assess the potential of deals and create robust, actionable account plans.
- Maintain a healthy pipeline, distributing time effectively across opportunities.
- Engage customers effectively to uncover a robust set of needs and bring insights that expand the solution space.
- Tailor, quantify, and communicate a compelling value proposition that differentiates an offering.
- Develop a planning approach that helps to conduct productive, collaborative negotiations.
- Evaluate and deepen current relationships, and maintain and expand the current network.