Sales Archives

The Key Difference Between Efficiency and Effectiveness

What is the difference efficiency and effectiveness? Which one should you strive for? The difference between efficiency and effectiveness is that efficiency is how you improve what you’re already good at. Effectiveness is how you innovate to address the unexpected. So now that you know the difference between effectiveness and efficiency in management, which should you focus on? In The Challenger Sale, the authors argue that sales managers should focus on effectiveness. Here’s why.

The 3 Qualities of a Good Sales Manager & What They Mean

What are the qualities of a good sales manager? Can you become a better manager through training and practice? According to The Challenger Sale, the qualities of a good sales manager are selling skils, coaching, and owning. These three qualities of a good sales manager will help you successfully manage reps and meet sales goals.

The Best Sales Coaching Techniques and Advice

4 Tips for Selling Yourself Successfully to Customers

What are the best sales coaching techniques for managers? Why should you learn how to be a good sales coach? Learning sales coaching techniques is an important part of running a team of Challenger Sellers. Sales coaching techniques can ensure you’re getting the most out of your reps, and that you’re being an effective manager.

Sales Coaching Model: Why You Need One Now

What is a sales coaching model? How can you use a coaching model to be a better sales manager? A sales coaching model defines the relationship and interactions between a sales manager and a rep. A great sales coaching model is an effective way to help reps be successful in their sales. All managers should have a sales coaching model. The Challenger Sale offers ideas on coaching models and how to implement them.

Grainger Inc: Sales Insights Lead to Customer Loyaly

What is W.W. Grainger Inc? How did Grainger successfully use a challenger strategy? W.W. Grainger Inc. was an MRO company (maintenance, repair, and operations) that used their insights in a successful teaching pitch. W.W. Grainger Inc. used a Challenger Selling technique—to teach the customer something new about the business—in order to differentiate their company, build customer loyalty, and increase sales.

Commercial Teaching: 4 Rules for Scoring Sales

What is commercial teaching? How can it help you make sales? Commercial teaching is when a sales rep teaches a customer something new about the business. This, in turn generates more business for the supplies. But why engage in commercial teaching? When you use commercial teaching, you build customer loyalty and get the customer to think about their needs using an important challenger sales method.

How to Use the Challenger Sales Process & Get Results

What is the Challenger Sales process? How does it work? The Challenger Sales process is a type of sales strategy that allows a rep to control the conversation, and push back against customer doubts. While many sales strategies are customer lead, the Challenger Sales process lets reps guide the conversation as they give their “teaching pitch.” Read more about the Challenger Sales process below.

Why Challenger Selling Skills Make Reps Successful

What are the challenger selling skills? Why do these skills matter? What makes the best sales reps? The Challenger selling skills are why Challenger sales reps succeed. Challengers have a certain set of natural skills that they apply, and they also use specific Challenger Selling skills to excel in a solution-based sales environment. Find out more about these skills below compared to other types of sales reps, and why Challenger Selling works.

Building Customer Loyalty With Challenger Sales

How does the Challenger Sale Model help with building customer loyalty? What strategies can you use? Building customer loyalty has traditionally been done through careful relationship building. But researcher found that the Challenge Sale Model is even more successful in building customer loyalty. Keep reading to see why.

The 5 Types of Sales Reps, And Why Challengers Win

Sell or be Sold: Comprehensive Book Overview

Are there different types of sales reps? Which type is the most successful? In The Challenger Sale, the authors discuss the different types of sales reps are why one type—the challenger type—is most successful. Read more about the different types of sales reps below, and how you can learn to be a challenger seller.