Four Areas Sales Leaders Must Stress for a Strong Finish to 2016

    DENVER, CO, July 14, 2016 /24-7PressRelease/ -- MHI Global, one of the largest organizations dedicated to workforce performance improvement, announced today that Sales and Service organizations must focus on four key areas during the second half of 2016 to impact their revenue targets and have a greater effect on the business.

Byron Matthews, CEO of MHI Global, revealed the four main focus areas during Elevate 2016, MHI Global's annual North American customer conference. By focusing on these areas, Sales and Service organizations will be better equipped to elevate their game during the second half of the year.

The four main focus areas for growth are:

• Enablement: Smarter buyers require smarter selling. A robust enablement program helps sales professionals speak to the customers in their terms. Revenue plan attainment for organizations with an enablement program is 8.2 percentage points higher than those that don't have such a program.
• Transformation: World-Class sales and service organizations must be willing to change at the speed of business if they want to survive. Sales transformation is not cheap, fast or easy. It's also NOT optional. More sales and service organizations are engaging in transformation projects, but only 39 percent actually achieve success.
• Talent: You can predict performance by identifying innate talent. It's the part of performance that can't be explained or accounted for by training or experience. Top talent produces three times more revenue than the rest of the salesforce.
• Executive Impact: Getting to the executive decision maker is only the beginning. Understanding how they make a decision is the real key. World-Class Sales Performers gain access to the top decision makers 90 percent of the time, compared to 38 percent of all respondents.

"Selling and service methods that worked in the past may not be relevant anymore, and organizations willing to adapt their style in order to meet the needs of their customers will thrive," Matthews said. "You can't afford to be trapped by one specific style or one way of doing things. You don't have to change your message, but you must change the way you deliver it, tailoring it to each executive so you're speaking their language and meeting their needs."

About MHI Global
MHI Global is one of the largest dedicated performance improvement companies in the world, bringing game-changing insight to sales performance, customer experience and leadership and management. Backed by its Be Ready set of solutions, MHI Global helps companies build and sustain successful, customer-focused organizations that drive profitable revenue and predictable top-line growth on a global scale. To learn more, visit our website, follow us on Facebook, Twitter, YouTube or Google+.

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