Debunk Myths about Sales Capability
To improve sales performance
Assessing the performance of the sales team in any organization is easy. Unlike other employee groups, a sales group is evaluated on direct results like revenue and/or deals closed. However, sales effectiveness goes beyond revenue and volume generated. It is more about comprehending the means of high-quality sales performance leading towards the understanding of why and how of sales results which did or did not materialize. Additionally, it takes into account the capability and competency of the entire sales team including the sales people, managers, leaders and the supporting organizations.
Deloitte Consulting LLP’s whitepaper, To improve sales performance: Debunk myths about sales capability, explores the different myths about strong sales capability. It discusses the reality and key takeaways behind the following five myths:
- The rep knows the customer best
- Learn from the winners
- It’s all about the sales
- We need all of our reps to be hunters
- Just pay reps correctly
Download the PDF to learn the different ways to assess and expand your sales capability in the current business environment.