Resources

Information to help you make a more informed and insightful decision

Overview

At AXIOM, it's our job to make your life a little easier, so we've done all the heavy lifting and research for you. Find the latest resources for sales coaching and learning, maximizing Salesforce.com effectiveness and increasing revenue right here. Grab what you need or stay awhile and browse our complete selection of resources.

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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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Technology is transforming how sales organizations sell, but also how they’re managed. Among technology’s greatest potential management benefits relates to coaching salespeople – an activity under-prioritized and poorly supported in most firms.

This webcast explores multiple technologies that amplify, automate, and enhance management’s coaching efforts. Our expert panel will present emerging concepts, new technologies, and issues associated with Sales Coaching.

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Salespeople often say they'd like more coaching from leadership. But faced with so many other priorities, sales management often puts coaching on the back burner – with costly ramifications. Inadequate coaching diminishes firm performance, salesperson job satisfaction, and sales force productivity, while contributing to salesperson turnover. 

In this web based panel discussion, we'll explore ways top performing organizations utilize Coaching techniques and solutions to drive the highest levels of performance.

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Building a "learning sales organization" - a sales force that values continuous development, responds quickly to market changes, and adapts to changing priorities - doesn't happen overnight. It requires a careful capability building, and significant culture change for many organizations. This webcast reveals how high-performing sales forces make learning a priority, and the steps your organization can take in 2016 to become a Learning Sales Organization.

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This one minute video provides a quick overview of the solutions provided by AXIOM.