Need a blockbuster idea for improving sales results?

Tired of sales training that fades away?

Wondering what other sales teams are doing to improve results?

What is a Dynamic Selling Environment?

In his most popular white paper to date, Kevin Temple, founder of The Enterprise Selling Group, reveals the operating practices shared by the top 24% of sales organizations ranked by operating metrics including percentage of company plan, percentage of sales reps achieving quota, percentage of wins to forecast, losses to forecast and no decisions to forecast. In short, they are leveraging a practice known as "Dynamic Sales Process Adherence".  This means they dynamically retarget their sales process to deliver measurable results with less effort than traditional sales methodology implementations.

The insight is astounding! Learn how these companies make it to the top of the sales results pyramid.

Some excerpts:

• Improve the number of reps making quota by 22%

• Ratchet your forecast win rate by 27%

• Decreasing the forecast losses by 23%

• Eliminating 17% of the no decisions that waste time and prevent your team from working on better opportunities

"…in the 90's, CRM was the sole focus of sales enablement technology and yet the failure rate of CRM initiatives was astounding. In 2001, Garter put the failure rate at 50%, and yet in 2009, Forrester still cites a 47% failure rate for a market that was sized at $9.8 billion last year."

"Likewise, CSO's spend in excess of $7 Billion on sales training annually, while ES Research reports that 85% of sales training initiatives fail to produce lasting results after 90 days."

"So the net outcome is that most sales organizations don’t have the attention span or discipline to maintain a Formal sales process environment for an extended period of time. Most slip backwards into an Informal environment or Random environment within a short time period."

"What's needed is a short term focus on current challenges that can be addressed with a subset of the sales methodology menu and produce measurable results. This is the definition of a dynamic process application."

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