The Sacramento River Cats are the Triple-A Minor League baseball team for the Oakland A’s. Affiliated baseball teams, like the River Cats, have no say over their product – the team – as the players are directly contracted with the Major League organization. Thus, teams in Minor League baseball are really sales and marketing businesses rather than sports ones.
The science of setting successful sales quotas
Having the right quota-setting strategy can give your salespeople and sales managers the motivation needed to achieve the company’s revenue target.
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Clients
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Sales Onboarding and Enablement
For Your Sales Force
Think you just hired a great salesperson? You didn't. You hired a salesperson with the potential to be great on your sales team. That potential is only achieved when a structured onboarding program is in place.Sales onboarding isn't just about filling out forms. It is the bridge connecting the salesperson's skills with proficiency in the sales role for your company. Onboarding helps your new salesperson produce revenue fast and at a high level. What executive isn't looking for more revenue faster from their salespeople?
Truth is, companies don't hire salespeople. They make an investment in revenue. The Revenue Accelerator® protects that investment and ensures it yields a high return
Thought Leadership
Lee Salz
Are salespeople overthinking sales differentiation?
"What makes us unique?” That’s the big question salespeople ask of their management teams and themselves, but uniqueness is not a requirement for an effective sales differentiation strategy.
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How to engage buyers who say they’re happy with their supplier
Over 90 percent of buyers say they are happy with their current supplier when first contacted by a salesperson. In this situation, it’s not what salespeople say, but rather what they ask, that makes them stand out from the competition.
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Differentiation: A constantly moving target
When is the last time you reviewed your differentiation strategy to make sure it truly positions you as unique — and aligns with your buyers’ needs?
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Love your sales process, Like your salespeople
High performance sales forces have their foundation in a well-defined sales process. Take the necessary steps to solidify the foundation of your sales team.
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CEOs enjoy eating steak but don’t want to know a cow died
Are you willing to take the needed steps to get the results you want?
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How to achieve differentiation when selling a commodity
Differentiate yourself by solving the problems your buyers face rather than trying to differentiate commodities.
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The needs analysis questions salespeople must ask prospects
Just about every sales book ever written preaches about the importance of needs analysis questioning. The challenge that salespeople face is determining which questions to ask.
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Do you need The Revenue Accelerator®?
You do if…
- Your salespeople take an eternity to get up to speed.
- You have a high failure rate when you hire salespeople.
- Your salespeople don't achieve the potential that you saw in them during the interview process.
- Your salespeople can sell some of what your company offers, but not the full solution.
- You want to ensure your company receives a fast return the on investment made when hiring salespeople.
management system isn't a nice to have… It's a must-have!