Clarity Consultants

SEPTEMBER 30, 2024

In order to remain competitive, organizations are placing greater emphasis on investing in the ongoing training and development of their employees. However, with these investments comes the critical need to measure the effectiveness of the training programs and the return on investment (ROI) they deliver.

ROI 147

ROI Training Training Metrics 147

LSA Global

JANUARY 29, 2025

Net Promoter Score This worldwide industrial technologies company wanted to design and deliver a Customized Sales Training program to help their sales reps who were facing increased competition, new pricing models, changing client demands, delayed sales cycles, and increased pressure to find and grow new accounts.

Training 41

Training Training Sales Industry 41

Harvard Business

AUGUST 3, 2017

To motivate, manage, and reward B2B salespeople, many companies use sales incentive plans that link large commissions or bonuses to individual results metrics, such as territory quota achievement. The right sales incentive plan creates a double win. This made it easy to measure individual sales results.

Sales 135

Sales Metrics B2B Culture 135

Harvard Business

MARCH 17, 2017

Most executives recognize a need for their sales team to act as consultants and sell “solutions.” ” But many CEOs would be shocked at how poorly their sales teams execute on the strategy of consultative selling. I’ve sat through many sales calls like this, and trust me it isn’t pretty.

Sales 135

Sales Chemicals Video Consulting 135

LSA Global

DECEMBER 16, 2024

How to Sell in Challenging Times: B2B Strategies for Success We know from sales leadership simulation assessment data that selling B2B solutions in challenging times requires more than sales perseverance it demands a shift in sales strategy, sales mindset , and sales communication.

B2B 67

B2B How To Sales Trends 67

Harvard Business

MARCH 10, 2017

Sales executives with even moderately large, distributed sales forces rely on data to help them understand which activities and behaviors lead to the best outcomes. Refining Sales Team Structure and Roles. At the highest level, Workplace Analytics can provide a factual foundation for decisions on sales structure and roles.

Sales 128

Sales Software Productivity Data 128

LSA Global

NOVEMBER 18, 2024

How to Win Over Value Buyers + Key Mistakes to Avoid Studies highlighted by our microlearning experts show that more than half of all sales prospects are value buyers who focus on achieving measurable business outcomes. To win their business and win over value buyers, sales reps must behave differently.

Sales 68

Sales Metrics B2B Case Study 68

Epicflow

JULY 5, 2024

Finally, check whether the capacity planning software vendor provides customer support and training opportunities. The analysis of these factors will allow you to choose a tool that will meet your organization’s needs, facilitate effective resource management and improve project outcomes.

Tools 253

Tools Software Resources Efficiency 253

LSA Global

JUNE 17, 2024

How to Increase the ROI of Sales Training Even though $20 billion is spent on business sales training per year, more than a third of sales leaders admit that they do not have a clear idea of what measurable return they are looking for on sales training. All those sales skills make sense.

ROI 64

ROI Training Training Sales 64

Harvard Business

NOVEMBER 23, 2018

In the 2001 recession, total sales for the S&P 500 declined by 9% from its pre-recession peak to its trough 18 months later—almost a year after the recession officially ended. We’ll focus here on what the sales organization should be doing now to prepare for the next recession, with an eye toward using new digital tools.

Sales 130

Sales B2B Tools Software 130

Harvard Business

APRIL 12, 2018

Many industries have had to downsize sales forces. There are several reasons for recent sales force job cuts: Shifting market dynamics are one cause, including changing customer needs, customer consolidation, new buying channels, and slowing market growth. sales reps following an industry-wide downsizing trend.

Sales 99

Sales How To Turnaround Trends 99

Management Consulted

DECEMBER 16, 2008

I seriously considered sales & trading (in fact, I spent a summer at Credit Suisse First Boston in NY), and was tempted to continue in that line of work post-graduation. Managers rarely yell, coworkers try to help each other out whenever possible, and companies are organized to provide consultants support with training, expertise, etc.

Banking 272

Banking Consulting Boston Consulting Group Management 272

LSA Global

JULY 15, 2024

How to Deliver Better Sales Training We know from sales assessment data that far too many sales teams lack the proper business sales training , sales coaching, and sales support to consistently meet or exceed their sales targets. Most organizations need higher sales rep.

Training 56

Training Training Sales Culture 56

Clarity Consultants

MAY 27, 2024

A cutting-edge, custom executive training program expertly crafted by Clarity Consultants. This fruitful partnership has involved various projects, from developing sales training to assisting in high-stakes change management initiatives. This was the precise challenge faced by a Fortune 500 financial services company.

Training 147

Training Training Case Study Case Studies 147

Consulting Matters

FEBRUARY 17, 2020

I started to suspect that I was when I was presenting some difficult feedback to a client about their sales practices. I had sat with over 100 focus group participants and heard story after story about the impact of the company's unethical sales practices on their lives. ” Get my Free Value Proposition Creation Video Training!

Consulting 207

Consulting Video Case Interview Energy 207

Clarity Consultants

JULY 14, 2021

CONVERTING TRAINING FROM OUTDATED FORMATS TO CORPORATE ELEARNING MODULES. A company that prides itself in having one of the industry’s best training programs, our client aimed to convert sales training courses to eLearning modules that would help its salesforce kick-off 2020 with a bang. The Challenge. The Solution.

Company 130

Company Consulting Sales Training 130

Consulting Matters

MARCH 3, 2021

Which is a sales killer. What will turn website visitors into discovery meetings and discovery meetings into signed contracts is speaking their language (not yours.). Your voice is what you say when you're comfortable with someone you're helping and when you adapt your language to meet others where they are at.

How To 401

How To Methodologies Survey Leadership 401

Clarity Consultants

SEPTEMBER 29, 2016

Here are four effective techniques to best help your employees develop as leaders: Give Them The Tools and Training They Need. And it requires some tools and training. The degree of training will depend on your employees’ existing skill level, as well as the resources available at your company. It won’t happen overnight.

Development 165

Development How To Leadership Training 165

Consulting Matters

JANUARY 15, 2020

To attract the right people into your sales funnel, you have to know who they are. In addition to selling your books, you can use them as leaving pieces, as ways to entice people to sign up to your list and as additional value during the sales process. ” Get my Free Value Proposition Creation Video Training!

How To 227

How To Training Training Consulting 227

Harvard Business

JUNE 7, 2018

It traced much of the cause to a mismatch between its sales incentives and pricing strategy. The manufacturer was compensating sales representatives based solely on how much revenue they generated. invest in ongoing development of capabilities among the sales and pricing teams through training and tools.

B2B 134

B2B Survey Company Sales 134

Management Consulted

OCTOBER 18, 2013

Although it started as a tiny group, paling in comparison to the bohemoth revenues of the firm’s hardware sales, this group is now known as IBM Global Services (IGS) which is responsible for 50% of IBM’s revenue globally. Marketing Sales & Service. IGS has 5 divisions/branches. During 1992 and 1993, IBM U.K.,

IBM GBS 203

IBM GBS Interviews Consulting Case Interview 203

LSA Global

MARCH 17, 2025

Top 8 Research-Backed Sales Management Skills to Master We know from sales management training that leading a sales can make or break sales performance. The most successful sales managers master the top sales management skills required to drive revenue with loyal customers and an engaged sales team.

Sales 48

Sales Management Talent Metrics 48

Consulting Matters

JUNE 24, 2020

You need to shape your future client's thinking long before they meet you of the value that you bring to the table and that you are indeed an expert, not merely an "extra pair of hands.". To stand out in the market, focus on how you uniquely meet an unmet or under-met market need. age range, gender orientation, title, industry, etc.)

Consulting 156

Consulting How To System Sales 156

Consulting Matters

JANUARY 13, 2020

As a mentor who helps people turn their life work into their own businesses, I meet a lot of highly trained and experienced professionals with both vision.and fear. ” Get my Free Value Proposition Creation Video Training! Because they have already achieved success - they are looking now for significance.

Development 194

Development Training Training Examples 194

Consulting Matters

OCTOBER 5, 2023

Chris sheds light on our collective discomfort with uncertainty and how coaching and consulting can train us to build resilience during such tricky times. He began his career in sales and sales management with a division of a Fortune 500 company in the aerospace and defense industry.

Consulting 156

Consulting Sales Organizational Development Information Technology 156

Consulting Matters

MARCH 9, 2020

It's essential to be able to deliver on the promise you are making to your potential clients and if you truly don't have the skills to deliver the promised results, then it's essential to get trained. If you're going to invest in personal development, invest in the skills and tools you may not have like marketing and sales.

Consulting 285

Consulting Marketing Comparison Sales 285

Consulting Matters

JANUARY 29, 2020

The presence of money fears can be good if they act as alerts to be strategic about investments and with marketing and sales. Their perception of the value of what you bring to the table forms long before they meet you. Invest in specialized business development support and training with the full expectation it will pay off.

Consulting 177

Consulting How To Talent Training 177

Consulting Matters

JUNE 17, 2020

Holding people accountable for results is about providing the conditions for an employee to freely choose whether to meet or exceed expectations and experience the resulting consequences (positive or negative) of their choices. It is not about communicating blame, frustration and/or disappointment in a monthly meeting or performance review.

Meeting 156

Meeting Tools Sales Leadership 156

LSA Global

APRIL 15, 2024

The customized Leading Sales Teams Training for LATAM Sales Leaders was designed to align with and reinforce business sales training and solution selling training programs that sales reps and distribution partners had participated in within the last 6 months.

Sales 36

Sales Training Training Talent 36

LSA Global

NOVEMBER 18, 2024

How to Win Over Value Buyers + Key Mistakes to Avoid Studies highlighted by our microlearning experts show that more than half of all sales prospects are value buyers who focus on achieving measurable business outcomes. To win their business and win over value buyers, sales reps must behave differently.

How To 36

How To Sales Metrics B2B 36

Harvard Business

SEPTEMBER 20, 2016

The CEO of Wells Fargo, John Stumpf, apologized in front of a congressional panel Tuesday , saying in a statement , “I accept full responsibility for all unethical sales practices.” ” That speaks to why they did this in the first place: To meet sales quotas and earn incentives.

Sales 70

Sales Ethics Banking Insurance 70

LSA Global

FEBRUARY 10, 2025

How to Bridge the Capabilities Gap through the Strategic Alignment of Skills and Organizational Objectives We know from training needs assessment data that most organizations struggle to ensure that their workforce has the skills and motivation to achieve strategic objectives in a way that makes sense to the people AND the business.

Talent 48

Talent Training Training Culture 48

Harvard Business

DECEMBER 1, 2016

Most sales forces focus a good deal of their attention on the short term — on bringing in today’s sales or making this quarter’s numbers. It’s understandable: The sales team wants to be successful. But sales forces that are managed only to meet short-term needs can drift into mediocrity.

Sales 70

Sales Talent Ethics Advertising 70

Harvard Business

OCTOBER 30, 2018

By Brian Selby, Senior Vice President, Worldwide Sales Operations, Tableau Software. How often is your sales team making important decisions based on gut feel? Are your sales resources allocated properly to drive growth? Historically, sales has been labeled an art. Why does this happen in so many companies?

Sales 70

Sales Data Enterprise Operations 70

Successful Independent Consulting

FEBRUARY 11, 2017

First, consultants are good at helping clients solve problems but usually aren’t trained in sales or marketing. To meet the challenge I recommend changing your frame of reference. Once a week I get an email with an interactive map showing which homes in the city closed escrow and at what price.

Development 199

Development Consulting Real Estate Sports 199

Harvard Business

JUNE 1, 2018

A new product line had failed, and the company believed the problem was either poor product delivery times or lack of effort by the sales force. After throwing millions at both problems, they finally realized what the real issue was: misaligned goals between marketing and sales. Lost sales opportunities.”

Sales 71

Sales Marketing B2B Case Interview 71

Harvard Business

OCTOBER 9, 2018

Take your weekly Monday morning all hands meeting — an opportunity to share important updates, clarify short-term goals, and motivate the team to keep pushing forward toward the main vision. Has the company decided to pursue a new business vertical based on data collected by the sales team in the field?

Data 127

Data Sales Case Interview Meeting 127