The Cornerstone Group

PI for Sales Management

Motivate your team to turn knowledge into action—and results.

It’s one of management’s toughest issues: How do you bridge the gap between knowing and doing? How do you get your team to apply what they learn? Why is it that some people seem to “get it” right away... while others take much longer to turn learning into action?

The answer often hinges on the individual motivations that drive workplace behavior.

Using the Predictive Index® (PI), sales leadership can identify the natural motivations of their team members—different, of course, for each individual.

PI helps managers better understand how these drives impact on-the-job performance. They can then use this “inside knowledge” to work with their people to improve the application of newly-learned selling skills across all levels of the sales organization—and to enhance overall sales effectiveness and productivity.

Increase Sales Team Productivity

“PI Worldwide's Customer-Focused Selling program along with the PI and SSAT made a huge difference for every sales consultant and sales manager. The sales tools provided the consultants with clarity on where to focus their training for improve selling and the management team the ability to target the professional development of the sales with measurable results.”

--Nadia Altomare, Director, Inside Sales, Viacord

CONTACT US for more information about our Selling Skills Assessment Tool, Customer Focused Selling or any of our business solutions.

In this Section:
	Overview
	Selling Skills Assessment Tools (SSAT)
	Customer Focused Selling (CFS)
	Leverage3
	PI for Sales Management
	Articles: Effective Selling

Sales Performance Case Studies

BioScience Industry
Sales grew by 31% over a two year period and unit sales per day increased by 36% over the same period.

Public Relations
Sales goals were exceeded by 18% and sales revenue by 8.8%.

Telecommunications Industry
The sales team reduced their budget by 40% and increased revenue by 20%.

Articles: Effective Selling

2/1/2007
Create a Sales 'Mastermind Group'
Master-mind Groups are a popular business concept. It is a gathering of people who support each other in various ways. It's a way to keep sharp in sales and learn from other top producers. Belonging to a group can be a way to generate leads and referrals - a well-designed Mastermind Group can quickly evolve into a more powerful resource. This white paper, written by Nancy Stephens, author of Customer-Focused Selling, shares four steps to ensure a Master-mind team that works well together.

2/22/2002
Salesnet.com- How to Close the Sale
Closing can be an anxious time for sales reps; it's do or die time, yes or no. There is a lot of pressure on you to say the right thing, in the right way, at the right time. Are there ways to increase your odds, close more sales, and feel more confident? Absolutely! The following steps will help you manage the “close” like every other area of the sales process – with ease and strategy.

Materials printed with permission from PI Worldwide