Certification is used by many sales organizations as a critical tool in developing sales skills and passing along product knowledge. Despite many companies talking about it, though, few do it well. At the center of any effective certification program is the message – what reps actually say in front of customers and what’s often referred to as “the moment of truth."
Unfortunately, messaging is typically defined as a marketing exercise, developed between sales and marketing leadership and passed to reps through static content. Reps are then expected to internalize the message on their own time.
The Giants may have been in the NLCS last week, but you would have hardly realized it because their supporters were severely dwarfed by Benioff’s Army, which occupied the entire city of San Francisco. This year’s Dreamforce had a little something different for each of the 130,000 people, with keynotes, product introductions, sessions, parties, and a even a wild Beach Boys sighting.
Part of optimizing your Q4 schedule ahead of time means truly taking the time to qualify new and old opportunities. With limited time – few total business days in Q4 - focusing on the segmentation of the right prospects at the right time can make hitting the number a more methodical process.
Rehearsing makes sales conversations far more effective, yet few sales reps ever get the chance to do it. Here’s how to use the latest principles in social learning technology to make them want to learn.