by Scott Tappan | May 7, 2023 | Process, Results, Sales Structure, Sales Team
For any sales organization, prospective buyers come in two flavors: those who have already bought from your company, and those who haven’t. It’s no secret that many companies expend tremendous resources – in time, money, and sales rep blood, sweat, and...
by Scott Tappan | Mar 31, 2023 | Process, Results, Sales Growth, Sales Structure
Is your sales process effective and efficient? Or is it missing critical factors that could help accelerate your sales growth? If you aren’t sure how to answer these questions, your sales process – and your company’s overall sales performance – could suffer. Here’s a...
by Scott Tappan | Feb 27, 2023 | Process, Sales Structure
Do you have a “sales action plan?” If not, or if you don’t fully understand the difference between a sales plan and a sales action plan, here are some essential insights for how to make an action plan to increase sales. Is There a Difference Between a Sales Plan and a...
by Scott Tappan | Nov 23, 2022 | Process, Results, Sales Structure
Are your sales going in the right direction? Is your sales process efficient and effective? Does your sales process make it easier for reps to target the right prospects and convert them to customers? If you can’t answer a resounding YES to each of these questions,...
by Scott Tappan | Jul 26, 2022 | Process, Sales Structure, Sales Team
While the right sales structure is different for every organization, a successful sales team consists of specific role types that have unique skill sets. It takes a very different combination of skills to keep current customers happy versus landing new accounts and...
