In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today’s best practice: “Our culture supports continuous development of salespeople and sales leaders.”Culture matters. A lot. Your organization’s culture is not only eating strategy...

In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today’s best practice: “Our salespeople consistently and effectively communicate appropriate value messages that are aligned to our customers’ and prospects’ needs.”Effective value messaging is...

In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today’s best practice: “As part of our performance review process, our organization consistently develops and ensures implementation of personalized performance improvement plans.”The underlying philosophy...

In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today’s best practice: “We effectively collect and share best practices across our sales and service organizations.”“The more we share, the more we have.” ̶ Leonard...

In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today's best practice: "When we lose a salesperson (voluntary/involuntary) we consistently determine the reasons why."You’ll hear CEOs say, “Our people are our most important/valuable...

In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today’s best practice: “Our sales managers are held accountable for the effective use of sales tools and resources by the sales force.”Sales managers have...

In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today's best practice: “We deliver a consistent customer experience that lives up to and aligns with our brand promise.”Each year, we survey thousands...