Sales & Marketing Leadership SIG
NEW Topic: 8 Drivers of Sales Performance
NEW Facilitator: Don Gray, President, Sales Engineering Group
The dynamics of sales has changed quite a lot over the past five years. Coupling these changes with the rapidly advancing marketing automation capabilities and content management, we have seen quite a difference on how sales organizations manage for success. Like other kinds of initiatives that can drive business competitiveness and success, sales performance optimization doesn’t happen overnight. Unfortunately, anything that takes successive quarters or years is a particularly odd fit with a selling world that is usually focused with a line of sight of one or two quarters out.
The Rain Group, a sales training, assessment, and performance improvement company that focuses on improving sales results has developed a White Paper titled 8 Drivers of Sales Performance. This White Paper provides an excellent framework to help sales organizations understand where they need to focus their planning and strategy initiatives to drive a world class sales organization.
Don Gray will review the White Paper and discuss ways that sales (and marketing) organizations can put the structure presented by Rain Group into play in their organization.
Biography – Don Gray
Don has enjoyed a twenty-five plus year career in sales, marketing, international management, and sales development. His sales and sales management experience includes selling and managing a variety of software solutions including systems software, applications, data base products, and data warehousing solutions.
In 2001, Don started Sales Engineering Group to help people in the B2B arena improve sales volumes and sales predictability by applying engineering principles to sales process, sales forecasting, and value communication. He has shown a wide range of clients in both domestic and international markets how to apply customer-focused sales process, accountability, and creativity to improve customer acquisition and retention and to reduce churn to enhance revenue growth.
About this SIG: Leadership and community opportunity for Sales Leaders and Marketing Professionals that meets on the 3rd Tuesday of the month.
Members – Free
Guests – $15
Thanks to our sponsors!