+1 724-443-2383 info@adventacesms.com
Leading Vs. Laggard Sales Performance Metrics

Leading Vs. Laggard Sales Performance Metrics

Laggard Metrics  Many sales organizations manage only to “laggard” performance metrics, such as quota achievement. And yes, we all know and agree that quota achievement is very important. However, in terms of improving a sales professional’s performance, it is a...
Why Granular Content Matters for Effective Sales Enablement

Why Granular Content Matters for Effective Sales Enablement

A key element of sales enablement is providing sellers with relevant and useful content in a timely manner during the sales process. And most sales organizations spend a lot of time and effort to do just that. However, according to SiriusDecisions, “60 to 70 percent...
Are You Running a Level 4 Sales Operation?

Are You Running a Level 4 Sales Operation?

There is a compelling research report entitled, “Understanding What Your Sales Manager Is Up Against”, by Barry Trailer and Jim Dickie, published by the Harvard Business Review. In this report, the authors provide critical insight into the benefits...
Using Gap Analysis to Optimize Partner Performance

Using Gap Analysis to Optimize Partner Performance

The Challenge Managing a channel whose sales people you don’t control while making aggressive revenue targets may seem like an oxymoron. But lets take a look at Gap Analysis, one of a set of important tactics at the channel manager’s disposal. Develop a...
Six Key Sales Opportunity Qualifiers for Managers

Six Key Sales Opportunity Qualifiers for Managers

Here are 6 key questions you should ask your sales people early and often: Have you identified a clear CRITICAL BUSINESS ISSUE driving the need to act? Have you developed a clear vision of a SOLUTION in the mind of your prospect? With that, can you establish a clear...