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
-
Getting More Out of Your CRM
How do you get past the surface-level usage and unlock the full potential of your CRM system to enhance overall productivity, streamline operations, and optimize customer interactions?
View This Webinar -
Assessing Your Sales Operation
How do you know how your sales capabilities really stack up? How can you tell? In this on-demand webinar, learn how to leverage "3 P" assessments to figure out where you're at and where you need to improve.
View This Webinar -
Why Strategic Accounts Defect to Competitors
Learn what research conducted by AskForensics reveals about the real reasons companies fail to retain strategic accounts and what they can do about it.
View This Research -
Crucial Sales Operations Concepts
What sets a great Sales Ops team apart often comes down the core concepts and principles they embrace. In this on-demand webinar, you'll learn about 15 fundamental concepts that every Sales Ops leader and practitioner needs to understand inside and out.
View This Webinar
Why Subscribe?
When you join your peers and become a SellingBrew Playbook subscriber, you get immediate access to this interview as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial sales ops topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in sales who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific sales ops challenges