Sales Disruptors: Solutions and Strategies for Successful Sales Performance

 

For Erik Charles, VP, Solutions Evangelist at Xactly, one could say performance management is part of his DNA. Charles has over two decades of experience working with companies to help shape and design their strategies for optimal business performance. He spoke with host Daniel Litwin on ways company’s sales teams can position themselves for optimal performance through successful strategies and solutions.

A trend Charles sees popping up in more than just SaaS sales is subscription-based services with he relates to the idea of the buyer subscribing to the relationship with a company. Charles said sales must think differently about how they approach the customer.

“It is not just about closing a customer deal; it is about building a contractual long-term customer relationship.” Business development needs to build customer retention into their close methodology from the beginning of the process.

What are the pitfalls that sales teams can avoid from a top-down perspective? The first important thing for organizations to remember, Charles said, is to think of salespeople as more than just sales, and not to form characterizations of who and what that salesperson is. “Who are you hiring into sales? How are you supporting them? How are you treating them? How are you viewing them is a big issue.”

Charles believes another factor leading to ineffective sales teams is the revolving door approach of replacing sales managers and or marketing heads too quickly. Too often a rinse-repeat cycle of trying to fix a problem through personnel change, rather than building a robust connective relationship between sales and marketing. “Before we blame the individual, we should look at what other factors might be causing an issue.” Are the sales reps adequately trained on how to approach a particular type of lead? Are the marketing materials getting in front of the right kind of customer? Is the product pricing strategy matched up properly when going against specific competitors? A lot of different factors can make a difference in sales performance that goes beyond the salesperson.

Xactly is proud to live on the leading edge of sales performance management, and our podcasts give us a way to share that insight with you directly. For more thought-leading episodes of Sales Disruptors by Xactly, check us out on Apple Podcasts and Spotify.

Follow us on social media for the latest updates in B2B!

Twitter – @MarketScale
Facebook – facebook.com/marketscale
LinkedIn – linkedin.com/company/marketscale

Follow us on social media for the latest updates in B2B!

Latest

mastering AV sales strategies
Mastering AV Sales Strategies: A Diverse Market Requires Understanding Individual Needs
December 8, 2023

Mastering AV sales strategies in a global professional audio-visual (Pro AV) market, poised to reach $79.2 billion by 2028, requires much attention to detail. The surge in demand from corporate, government, and institutional sectors, driven by the need for enhanced productivity and efficient working environments, gives AV sales pros a lot of opportunity. In […]

Read More
cybersecurity in healthcare
Cybersecurity in Healthcare: Addressing the Growing Threat
December 8, 2023

To keep up with the growing threats, cybersecurity in healthcare is a high-level priority. The recent ransomware attack on Ardent Health underscores a stark reality for the healthcare industry: cyber threats are a significant and ongoing challenge. Mike Saylor, the CEO of Blackswan Cybersecurity, LLC, sheds light on the complexities of cybersecurity in healthcare. […]

Read More
effective debt management
Effective Debt Management Holds the Keys to Small Business Cash Flow and Growth
December 8, 2023

Effective debt management through a robust accounts receivable system is essential for small business cash flow and growth, necessitating automated payment schedules and strategic policy adjustments. Collaborating with a collection agency as a strategic partner can enhance revenue recovery while preserving positive customer relationships. How critical is effective debt management for the financial health […]

Read More