Fixing the Root Causes Behind Rogue Salespeople
Paul Hunt, the President of Pricing Solutions, Exposes the Real Problems Behind Rampant Discounting in the Field
It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. But out-of-control discounting and high numbers of exception requests are often just symptoms of other issues. In this expert interview with Paul Hunt of Pricing Solutions, you will learn:
- Why so many companies believe they have a problem with their sales force...and why they are so often wrong.
- The two big problems that are often at the heart of rampant discounting and high numbers of exception requests.
- How to position changes to the underlying pricing architecture so that salespeople can recognize personal benefits.
- How to diagnose the real problems and get management support and buy-in for the necessary corrective actions.
This interview is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
-
Delivering Data to Decision-Makers
Providing sales data to executives and other decision-makers is a core responsibility for most Sales Ops teams. In this session, learn what leading teams are doing to make their efforts in this area far more effective.
View This Webinar -
Creating Content That Actually Works
Content marketing is getting lots of attention, but it's easy to gloss over some crucial processes. In this on-demand webinar, you’ll learn about ten proven strategies for creating more effective sales and marketing content.
View This Webinar -
Sales Ops Productivity Boosters
Under the current clouds of economic uncertainty, most teams are being asked to do even more with even less. So how do you make the most of what you've got?
View This Webinar -
Five Signs You're Missing Sales Opportunities
Many B2B companies are leaving a full two-thirds of their prospective sales opportunities on the table. Use this self-assessment by Dan McDade to figure-out if you're really getting everything you should.
View This Diagnostic
Come Join Our Next Webinar
How to Quote Big Deals
Balancing the Risks & Opportunities When Quoting Large Bids and Contracts
