White Paper

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Sales Coaching is the single most effective way to improve the performance of a sales team. Many senior sales leaders are caught up in a quagmire of the administration of their business and neglect to focus on one of the key activities that delivers the highest results and most stability to their organization. Other sales leaders recognize that they need to implement a sound coaching program, but that their teams are inadequately prepared to coach. Th is is often due to a lack of understanding on how to effectively coach.

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Developed by Aberdeen, this case study documents how Commscope utilized the solutions delivered by Axiom to achieve outstanding sales results.  

According to Peter Karlsson, SVP Global Sales for Commscope,   “After acquisitions,” he says, “we were left with multiple sales groups that weren’t easily integrating into a seamless team. The need for a singular approach to managing accounts, handling large deals, and growing our talent was more than evident.” 

Read the paper to find out how Commscope solved this challenge.

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Learn how Salesforce.com can be your greatest Sales Training asset

Despite the advances in neurosciences and technology, and the increased number of millennials entering the sales profession, companies continue to rely predominantly on traditional instructor-led sales training events to improve selling behaviors. 

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This research report by Aberdeen provides the reader with insight into the changing dynamics of traditional event based sales training versus an approach that is continuous and driven by real time performance data.  

Highlights of the report include:

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Economic uncertainty, the proliferation of technology, increased competition, lower margins, more informed buyers and increased market pressure for sales growth have forced business management to rethink the way they sell their products and services. “Sales Transformation” has become the catch phrase for virtually every C-level executive in the race to find answers to questions about sales and earnings growth, positioning and differentiation; even survival.  

 

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Corporations rely on their sales organizations to not only drive revenue, but to create valuable relationships with decision makers within their industry. To do so, many companies invest heavily in the training and development of their sales professionals but how do they ensure consistent use of these new skills? 

 

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Sales Coaching is the single most effective way to improve the performance of a sales team. Many senior sales leaders are caught up in a quagmire of the administration of their business and neglect to focus on one of the key activities that delivers the highest results and most stability to their organization.