Today’s business landscape is ever-evolving, with market disrupters, automation technology, and global economic uncertainty putting businesses under pressure. That’s why achieving peak performance in sales isn't just a goal—it's a necessity—and your sales team constantly needs to find ways to boost productivity. Proven sales processes, like the Miller Heiman sales methodology, can transform your team’s productivity and drive sustained success. 

The most basic definition of success is simply achieving your goals. But it’s an interesting paradox. If you focus only on the end point, you might actually be hindering your ability to achieve those desired results—especially when it comes to your sales model. Experienced sales executives know that to transform an organization, a strategic sales review provides the foundation for success.

Selling original or quirky products is often an uphill battle. However research that involved an analysis of quirky products sold by some 7,000 craft entrepreneurs on Etsy suggests that effective storytelling that helps people relate to such offerings can turn them into successes. This article shares three storytelling techniques that work.

Empathy has always been a critical skill for leaders, but it is taking on a new level of meaning and priority. Far from a soft approach it can drive significant business results.

You always knew demonstrating empathy is positive for people, but new research demonstrates its importance for everything from innovation to retention.

The business world has arguably seen more disruption in the last nine months than in the last nine years, bringing new and urgent demand for change. Initiatives are being launched by the dozen, adoption can’t happen fast enough, and the stakes are higher than ever. In the midst of a Covid-induced recession, and with some industries on the brink of extinction, change isn’t about fine-tuning — it’s existential.

One of the biggest challenges for a sales organization is moving upmarket. For example, if an organization targets the small- and medium-sized business market (SMB) and now want to target enterprise customers — that’s where the money is — they need to rethink how their representatives sell.

Many sales organizations have become overly reliant on their top sales performers to achieve their goals. While it is convenient to say that we “hit our number” at the end of the quarter, the fact that a few top performers carried the team presents numerous challenges.

The business world has changed drastically during the pandemic. It demands innovative ways to speed up the skill acquisition of employees. Training organizations now require a training design that enables much faster development of employees’ skills and performance. Not all training designs are equipped to achieve or support that speed.