ANALYSIS PRODUCTS SUBSCRIPTION CONSULTING SERVICES EVENT NEWS IF TOOLBOX PMP PLUG SIGN IN Let's talk about it Let's talk about it HOME / NEWS SCIENTIFIC RECRUITMENT METHODS TO PREDICT SALES PERFORMANCE PUBLISHED: APRIL 22, 2015 In this article, we write about common pitfalls in recruiting salespeople and how to avoid them. Tip: Introduce evidence-based methods for predicting future sales results when recruiting. Recruiting salespeople is difficult The right person in the right place! It sounds easy. But in reality it is much more difficult. Recruiting the right employees is difficult. […] read on MORE NEWS FROM PROSALES PUBLISHED: MARCH 18, 2015 Your path to a strong sales culture - so do you! Increasing competition, more demanding customers and increasing rates of change make it necessary to ensure a strong sales culture in organizations. You may have a gut feeling about what works and what doesn't, but we have scientifically proven what creates a more sales-oriented culture throughout the organization. ProSale's research shows that the following seven steps, if […] Continue reading PUBLISHED: FEBRUARY 16, 2015 Researchers: The average number of decision makers in B2B purchases is 5.4 New research, published in Harvard Business Review: “Making The Consensus Sale,” revealed that on average 5.4 decision makers are involved in B2B purchasing decisions. Moreover, the findings suggested that salespeople's likelihood of closing deals decreases as the number of decision makers increases. After all, the bigger the buyer group, the less likely the group is […] Continue reading PUBLISHED: FEBRUARY 11, 2015 5 Tips To High Performance Sales Coaching One of the most important aspects in high performing sales organizations is sales managers’ ability to coach and give effective feedback. This was one of the main findings in ProSales research, “Performance management in B2B sales.” But how can sales managers coach and give feedback effectively? Here are 5 tips to get the best out […] Continue reading PUBLICERAD: 8 JANUARI, 2015 The Gamification of B2B Sales: an introduction A global wave of low employee engagement and a shift in values are putting the productivity –and profitability– of sales organizations at risk. It’s no secret that a solution to motivate sales forces to behave in ways that are aligned with organizational goals is urgently needed. In recent years, an emerging sales managemet practice to achieve that goal […] Continue reading PUBLICERAD: 26 NOVEMBER, 2014 How to choose marketing automation software: features and capabilities to have on your list In just a few years, marketing automation (MA) software has quickly become one of the top priorities among sales and marketing organizations. One clear signal is its growing demand. According to SiriusDecisions, demand has grown to the point that there are “nearly 11 times more B2B organizations using marketing automation software now than in 2011″. Why […] Continue reading PUBLICERAD: 20 NOVEMBER, 2014 “Would customers be willing to pay for your sales call?” – Neil Rackham and how leading B2B sales forces create value Would customers be willing to write you a check for your sales call? The world’s leading sales expert, Neil Rackham, challenged over 750 sales leaders during his keynote speech at The Sales Conference. On the 18th of November 2014, we had the opportunity to listen to the professor of professional selling, sharing valuable insights about how leading B2B […] Continue reading PUBLICERAD: 28 OKTOBER, 2014 Potential barriers to data-driven opportunity management An increasing number of sales organizations are starting to adopt a data-driven approach to opportunity management. Yet, organizations seeking to make better-informed decisions with the help of data encounter several barriers. Cultural and organizational barriers that can create inertia and resistance. Are you aware of the potential barriers likely to emerge during this transition? This […] Continue reading PUBLICERAD: 14 OKTOBER, 2014 Applying a data-driven approach to opportunity management Intuition and optimism are valuable traits among sales professionals. It allows them to read subtle nuances during client interactions and to keep the sales moving forward despite objections. At the same time, those traits often limit their ability to make consistent and unbiased decisions about what sales opportunities to pursue. As a result, sales leaders […] Continue reading PUBLICERAD: 25 SEPTEMBER, 2014 Will robots replace the sales force? Academic studies have raised awareness about how intelligent software can displace workers from their jobs. Among others, sales occupations were reported as highly likely to be automated. However, it will be wrong to assume all sales occupations will be equally affected. The reality is that business deals that require sales-related skills such as creativity, persuasion […] Continue reading 1 2 3 4 Nästa » PRENUMERERA PÅ TRENDWATCH: DET SENASTE INOM B2B-FÖRSÄLJNING Registrera dig här! ProSales Rålambsvägen 17, 22 tr 112 59 Stockholm Tel: 08 545 02 500 E-mail: info@prosales.com Facebook LinkedIn Sve Eng Cookies