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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As a sales manager or leader, you know that organizations with a formal sales process greatly outperform those that don’t. So why don’t you still have a formal sales process. And if you do, why are you not using it consistently? Let’s take a look at what your sales process needs to be successful.
Many sales teams do not recognize that pipeline management is time management. Because if they did, each member of the selling team would hold others accountable for how they spend their time. You put those deals in your forecast for a reason, right?
Sales people tend to look at their pipelines year by year with the goal of making or exceeding quota. It becomes a proverbial rinse-and-repeat pipeline exercise that goes the same way every year. But is it the best way? What do top sales performers do?