The SalesLatitude Approach to Improving Sales Performance
We help companies focus their time and resources on winnable deals and align their core strengths with the right prospects. Guided by our in-depth understanding of sales people, executives and the dynamics of the sale, we know what gets results. We’ll design an improved, customized sales plan or process and then help you implement it for maximum impact.
Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. Connect with Janice on LinkedIn | TwitterJanice Mars, Principal and Founder
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When I was sales executive, much of my time was spent helping my sales teams focus on key sales activities and shifting their perspective to the customer’s point of view.
As sales people, we all know we should be listening more than speaking. Our job is to ask those open-ended questions that will fill in the gaps of our knowledge about the customer, their goals, priorities, requirements and risk tolerances.
The pressure is on. A survey of over 100 enterprise sales leaders (conducted by Revegy in Q4 2015) highlighted that 85% have higher quotas this year over last year. Some will make it and some won’t. So how can we make every sales rep a winner?