Importance of finding and onboarding sales talent

Importance of finding and onboarding sales talent

Importance of finding and onboarding sales talent 11 FEBRUARY, 2019 Talent Management: Not “an HR thing!”. The enclosed infographics mostly coming from CSO Insight reflect perfectly challenges we recently faced with several customer projects: – Launching a sales...
The Sales Enablement Revolution and its Impact on B2B companies

The Sales Enablement Revolution and its Impact on B2B companies

The sales enablement revolution There is an important revolution underway when it comes to the practice of selling in the business to business (B2B) environment. B2B sales opportunities are generally be qualified as ‘complex’ – meaning that the sales person will have...
The Power of Effective Sales Metrics and Sales Management

The Power of Effective Sales Metrics and Sales Management

Sales people and the sales function, like other functions, are managed by metrics, and companies spend a lot of effort to design dashboards to help their organization understand how they are performing relative to their goals. From our research among companies we...
5 Secrets to Measuring and Managing Sales performance

5 Secrets to Measuring and Managing Sales performance

On our Mingle Monday hosted on 16 March 2015, we discussed the Secrets to Measuring and Managing Sales performance with a panel of 20 Belgian Sales and Business Leaders. During this interactive and interesting session we offered with my colleague Thomas Donck, Partner...
Sales Management Rhythm to better Manage and Coach Sales Teams

Sales Management Rhythm to better Manage and Coach Sales Teams

Sales management rhythm to better manage and coach sales team 19 FEBRUARY, 2015 This is the final article of a four part series dedicated to help European senior leaders to realise more business growth in 2015. In our first article we shared the importance of...

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