Habits and Mindset of the Top 5% of Sales Professionals

It appears the top 20% of your sales team are closing 80% of the deals. This reality of 80-20 performance, where approximately 20 percent of salespeople produce approximately 80 percent of sales, can be disappointing. (Though it validates Pareto’s Principle).

Pareto’s Principle was named after Vilfredo Pareto (1848-1923), an Italian economist who observed that for certain economic conditions, roughly 80% of the effects come from 20% of the causes.

Instead of accepting Pareto’s Principle as a standard, I would prefer to see your team perform with excellence. Inspiring and leading a team to break away from average can be difficult if they are following the crowd and paying attention to what ‘everyone’ follows. I learned firsthand the importance of a network, excellent habits and a mindset of high standards when I grew a business from $4 million to $16 million over the course of four years.

Today I want to share thoughts, habits, and mindsets that help many to be a top 5% sales professional and potentially break Pareto’s Principle.  

A pdf copy of this article with checklists and questions can be found here > <>

Topics: Sales Leadership B2B Sales Sales Training Checklist

The Benefits of Using DISC Assessments to Grow Sales

Knowing the secret to effective marketing to grow sales and drive profit is often elusive, even to the those with expert marketing skills.  DISC Assessments can help you have better insights into the minds of your marketing and sales team, customers and prospects. Today I would like to share with you the importance of DISC Assessments for growing revenue.

Topics: B2B Sales HR Sales Training DISC

The Process of Customer Acquisition to a Successful Close

The process of customer acquisition is critical to success, but often many leap first without a process in place. Without direction and strategy, the early stages of customer acquisition may be misdirected, resulting in lost time, money, and resources, as well as shaky profits. This is especially true for new businesses trying to get a foot in the door as they compete with well-established companies. The wrong customer acquisition strategy can be costly.

Topics: B2B Sales Action Plan Sales Funnel Map

How Top CROs Create a Culture of Innovation

The most successful Chief Revenue Officers are not afraid to think outside of the box. To have big, out-of-the-box ideas, a company must have employees who are not intimidated by creativity, innovation, and inventiveness.

Topics: Leadership CRO Chief Revenue Officer Innovation Business Culture

Creating a Chief Revenue Officer Role - Who 'Loses'

How things have changed: The competitive marketplace has been disrupted with key trends over the last several years. The disruptions and new trends require companies to create repeatable and predictable revenue that scales:

  • Digital products and services now offer unprecedented insight into buyers’ behavior.
  • New sales processes and KPIs are needed with responsibilities that transcend traditional sales roles.
  • Omni-channel sales and increasing role of mobile and self-service in both B2C and B2B business environments challenge the traditional sales processes.
  • New models are needed to maximize revenue by making a serious commitment to engage customers and deliver a multi-touchpoint experience that is personalized and value-focused.

Who has their finger on the pulse of revenue growth (for both marketing and sales) across the entire revenue process – from prospects to leads to pipeline to revenue?

The person who can lead the way with a new kind of analysis and execution crucial to the business in today's business world is the Chief Revenue Officer, or CRO.

Topics: Leadership Strategy CRO Recruiting

How to Provide Strategic Leadership by Leveraging Customer Research

Chief Revenue Officers (CRO) and Chief Marketing Officers (CMO) share a common goal: to improve a company’s brand architecture and positioning, thereby driving leads, sales, and profits. For companies that already have a solid marketing platform - and even for those that do not - understanding how to provide strategic leadership to accomplish this goal can be difficult. The following considers how to leverage customer research in order to improve your position as a leader and enhance brand architecture:

Topics: Strategy CRO Chief Revenue Officer Customer Research Analytics

Improving the Accuracy of a Sales Forecast – Myth or Reality?

Sales forecasting is not simply a necessary evil mandated by finance. The best sales leaders use revenue forecasting as a tool to manage the business, support strategic decisions, and allocate resources. Estimating sales accurately for the upcoming 12 months gives your organization foresight into where your income is really coming from and when. Sales forecasts drive decisions related to:

Topics: Sales B2B Sales CRM

Build an Effective Board to Drive Performance

Even with great leadership, as your business grows you may notice the increasing tension between working “in the business” – your day-to-day operations – and working “on the business” – developing future revenue strategy, creating policies to support business performance and dealing with compliance issues.

Eventually, your company will benefit from ‘outside’ executives and/or ‘independent’ directors whose experience will help you work “on the business”. They can bring valuable experience to guide your organization through different revenue growth stages.

Topics: Revenue Growth Strategic Revenue Growth