Sales Operations Best Practices, Research Reports, Training Courses and Webinars

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

  • Fooling Yourself About Customer Retention

    In this Expert Interview, Rick Reynolds, the CEO of AskForensics, discusses their latest research and reveals a number of effective strategies for maintaining strong customer relationships and retaining your most valuable accounts.

    View This Interview

  • How to Crater a Market with Cost-Plus Pricing

    For one large manufacturer, cost-plus pricing was tantamount to malpractice. In this case study, learn how the lack of strategic pricing capability reduced the value of an entire market by over $1 billion.

    View This Case Study

  • The Big Deal About "Modern" Sales Playbooks

    A lot of sales operations have been trying to determine whether playbooks are something they should be leveraging. And if so, how should they be going about it? In this expert interview, Christopher Faust helps cut through the confusion and provides guidance on topic.

    View This Interview

  • How Customers Evaluate a Price

    We'd like to think that customers are always rational when they consider the price on a deal...but they aren't. In this guide, Mark Dresdner exposes eight factors that play an important role when a potential customer evaluates a price.

    View This Guide