From Commercial Strategy to Field Execution
New research shows why Life Sciences commercial strategies stall in the field, plus a framework and scorecard to close the execution gap.
Changing Strategy in the Sales Force
What happens when your sales strategy changes, but the behaviors, capabilities, and priorities of your sales force don’t? 84% of sales leaders can articulate their sales strategy. But only 36% of sales reps can say the same. Sales strategy only works when it translates into directly related supporting actions and behaviors. Ignite’s Steve Gielda joined […]
Product Launch Sales Training: Turn Knowledge Into Results
By Steve Ralph. Originally contributed to TrainingIndustry.com. Effective product launch sales training has to go beyond product knowledge. It has to prepare reps for the real conversations, objections and buying committees they’ll face in the field. Every year, organizations pour enormous resources into building new and better products. Yet promising launches can underwhelm and underperform — […]
Managing Sales Organization Strategy: Research Brief
Managing Sales Organization Strategy
What It Actually Takes To Go From Top Salesperson To Sales Leader
Does your best salesperson automatically become your best sales manager? Not necessarily… The path from success as a top salesperson to sales leader requires very different skills and a very different mindset, starting with having a passion for developing others. Sales leaders must consistently ask thoughtful questions, actively listen, provide meaningful feedback, and coach salespeople […]
Managing Sales Organization Strategy: A Research First Look
What separates organizations that consistently execute their sales strategy from those that struggle to achieve their growth objectives? In this on-demand webinar, Ignite Selling’s Steve Gielda and Bob Kelly from the Sales Management Association share new research on sales organization strategy and the management practices that drive successful strategy execution. Learn how leading organizations align […]