SellingBrew

Subscriber-Only Interview

Already a subscriber? Login

Subscribe and get immediate access to this interview, full access to our research library, and much more...

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.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Answering Three Questions to Enable Change

    tutorial_answering three questions to enable change

    Driving change in a sales organization can be a struggle and a challenge--and failure is all too common. In this tutorial, learn a more effective approach for championing new solutions in sales environments.

    View This Tutorial
  • The Fundamentals of Effective Sales Analysis

    Fundamentals of Sales Analysis Training NarSplash

    In this on-demand training webinar, we share the fundamental concepts and principles behind effective sales analysis, expose the critical building blocks that need to be in-place, and walk through a basic analysis example to pull everything together.

    View This Webinar
  • Five Performance Boosters of Follow-On Sales

    guide_five performance booster of follow on sales

    While customer acquisition is certainly important, it might not the best place to focus if you really want to see dramatic improvements in sales performance. Learn how a shift in focus can increase your close-rates, shorten sales-cycles, and improve your margins.

    View This Guide
  • Predictive Sales Analytics

    Predictive Sales Analytics Webinar Splash

    Predictive sales analytics has proven to be a powerful tool for improving effectiveness and boosting results at-scale. In this on-demand webinar, we demystify the core concepts and applications in sales environments.

    View This Webinar