Naro Notables

New Selling Behaviors May Compete with Familiar Selling Behaviors

A lot of sales kick off planning for next year will focus on ways to develop the sales team and motivate them to improve results for the upcoming year. Unfortunately, much of this effort will be wasted as the likelihood of desired behaviors gets diminished once the sales team returns to the field. Typically the sales kick off environment has a structure to reinforce desired behaviors, while there is little change to the day-to-day infrastructure in the field. And, in fact, the infrastructure in the field may make it easier for the sales team to fall back on less effective but familiar behaviors. Based on my experience working with sales managers, I have included tips for implementing behavior change in the field:


Ready to Drive More Revenue?

The Naro Group's free Sales Performance Assessment uncovers revenue-blocking obstacles within your sales organization. Using the core capabilities of high-performing sales organizations as a baseline, the assessment will discover where your organization's proficiency falls short in these areas of sales effectiveness:

Sales Readiness

How quickly and efficiently are your sales people moving qualified pipeline opportunities to closure? Do your existing sales methodologies and processes fully support your sales team? Do your sales people have the skills, pipeline models, forecasting capabilities, opportunity management, and planning tools that they need to succeed? Are they engaging in the right activities throughout the sales cycle?

Sales Enablement

Do your sales people have all the intelligence they need about your products, markets, and the competition? Do they have access to the right knowledge-based support tools? Is each member of your sales team fully prepared to sell your specific offerings? Can your sales people have conversations that engage buyers and lead them into sales cycles?

Learn what gaps might be hindering your sales organization.

Schedule your free Sales Performance Assessment now. Call The Naro Group at 603.881.7712 or email us today.