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Improve sales performance through behaviours

As a B2B business, you're managing a sales team with different personalities and competence, an ambitious quota, and a million competing priorities. Salesforce research shows that while 87% of sales people are very satisfied with their CRM, the reality is they only have a 50:50 chance of meeting their target. These odds aren't great, and being an underperforming sales person or manager is a tough place to be.

So, why is meeting a sales target so hard? Because the following common challenges get in the way:
  • Lack of a real sales framework
  • Inconsistent sales process
  • Difficulty positioning differentiated value with clients
  • Clients are more demanding
  • Unsure how to ramp growth in a sustainable way
  • Inability to achieve predictable revenue over the medium and long term
  • Inconsistent client contact
  • Lack of consistency in the way the team approach the sales role
  • Lack of team work, impacting on the level of insight and knowledge shared
  • Disconnect between the sales team and company vision
  • Not the right people in the team
  • Lack of coaching
  • Lack of sales skills
  • Poor reward and recognition approach

At Beyond 19, we resolve these problems, and more, with our world-leading behavioural sales framework The Beyond 19 Diamond Model®. Underpinning a number of behavioural assessments and tools, The Beyond 19 Diamond Model® ensures you and your team are nurtured with practical feedback to improve your sales behaviours and unlock your full potential.

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RECENT BLOG

Performance V Results

Posted by Tony Hall on 31 January 2017
Performance V Results
Over many years working closely with B2B sales teams it has always been of great interest to m...
Posted in: Sales Behaviours Sales Leadership   0 Comments
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