1. Where to start when you experience B2B sales performance issues

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      If you are a B2B sales leader experiencing sales performance issues, with sales teams that must execute a complex, solution, or value sales model — what do you plan to do? These are some of the actions you might be taking, or considering: A performance improvement “initiative” – reps often refer to this as the “program of the moment” – messaging work, prospecting training, account strategy planning, sales coaching, etc. Re-organize – teams, managers, adjust sales resources Change sales tactics — specialty teams, named accounts, vertical teams, product specialists, changes to individual rep’s sales bag Re-work territories – add or remove accounts Make product and/or pricing changes Manipulate incentives – (will spiffs work as well for a complex, value sale, as they do in a high-volume transactional sale?) We hear sales reps comment on it this way, “every six months it’s the same drill, people run around asking ‘why isn’t this working?‘” When this...

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