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Sales Change Management


Is Your Sales Leader on Afterburner or in the Ejection Seat?

Posted September 29th by Dan Hudson

Several recent sales benchmark reports indicate that the current average tenure for a chief sales officer in complex B2B sales has fallen to between 16 and 22 months.  Even worse, that trend continues downward!  When you stop and consider the timelines to onboard and allow the new sales leader to become productive you realize some… Continue reading

Sell ITO, BPO, Healthcare, or HRO Services? Outsourcing Headlines 9.28.11

Posted September 28th by admin

3FORWARD's Complimentary Weekly Bulletin of Outsourcing's On-line Discussions and Updates. Identify outsourcing sales triggers, connect with outsourcing industry leaders, spot trends and even chat with clients or prospects.  For outsourcing sales leaders, ITO sales, BPO sales, Analysts, Advisors and outsourcing consultants – these links are opportunities to engage your subject experts, showcase thought-leadership, link back… Continue reading

Measuring Sales Success – Do You Know Your KPIs?

Posted September 27th by Dan Hudson

Sales Key Performance Indicators – Numbers to Live By   Running any business effectively requires good decision-making ground in good management information.  This is especially true when measuring the performance of your sales organization.  Surprisingly, many companies still don't take the time to understand what sales key performance indicators (KPIs) they should track and how… Continue reading

The Fundamentals of B2B Sales Territory Planning

Posted September 26th by Dan Hudson

All sales territories should be created equally Designing sales territories is not a simple task but it's an important part of setting sales strategy. It requires an accurate analysis of market potential and the required manpower to service that territory fully. Designing sales territories that offer each sales professional a target rich environment is important,… Continue reading

12 Steps to Effective Target Account Planning

Posted September 23rd by admin

    Are Target Account Plans a Critical Sales Success Factor, You Bet They Are! Sales teams today cannot afford to spend valuable time and resources pursuing mass markets or poorly selected segments.  Finding your firm's perfect prospect is a critical market segmentation exercise that must be done at least annually.  Once the segmentation process… Continue reading

Individualize Outsourcing Sales Training for Your Top Guns

Posted September 22nd by admin

Navy Fighter Pilots and Outsourcing Sales professional have one thing in common, the need for continuous training.   A naval fighter pilot averages between 200-300 hours of actual flight time each year.  This does not seem like a lot of time considering there is 2080 plus work hours in a normal working year.  What do… Continue reading

Sell ITO, BPO, Healthcare, or HRO Services? Outsourcing Headlines 9.21.11

Posted September 21st by admin

Outsourcing's On-line Discussions and News Identify outsourcing sales triggers, connect with outsourcing industry leaders, spot trends and even chat with clients or prospects.  For outsourcing sales leaders, ITO sales, BPO sales, Analysts, Advisors and outsourcing consultants – these links are opportunities to engage your subject experts, showcase thought-leadership, link back to relevant blog posts and… Continue reading

Sales Planning Best Practices – Setting Goals and Targets

Posted September 20th by admin

"Plan Your Work, Work Your Plan" – Setting Sales Goals and Targets We have devoted several posts recently to the importance of sales planning, including: The Complete 2012 B2B Sales Planning Outline… And It's Only 359 Words and Proof That Sales Planning Increases Win Rates. Sales planning itself is such an important component of the… Continue reading

Invest in a Sales Leadership System to Establish Your Selling Process

Posted September 19th by Dan Hudson

Sales Reps following a formal sales process outperform others by 10% All companies need established, formal processes to operate efficiently – and sales organizations are no exception. High performing sales teams all have one thing in common; they have well-established sales processes that they adhere to fanatically. A recent CSO Insights study on Sales Performance… Continue reading

Consider the Big Picture When Building Your 2012 Sales Plan

Posted September 16th by Dan Hudson

2012 sales planning is well underway with most of our partner companies.  One thing we strongly advocate while working your 2012 sales plan is to look at everything going on around your company and industry.   You will realize there are many things that could impact your sales results next year and now is the time… Continue reading

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