Hi John - sorry for the late reply. I haven't found training on this yet. The best approach is to find a great sales leader and learn from them. Best comp plan if you own renewals is commission.
What if the reluctance to own renewals isn't always a training issue? What if it's more about not liking sales? People now have the nerve to want to like their jobs. They might be talented with relationships, collaboration, and planning, and love those things, but not so with negotiations. That matters.
That's a fair point Kathleen. In this post I didn't specify the exact roles. My main point is that renewals should fall under CS. That means that there could be renewal managers and CSMs.
That said, everyone should know how to sell and how to negotiate. Whether it's the commercial aspect or just selling a customer on a certain path, you need to have those skills.
I agree, Chad. The ability to negotiate and sell is invaluable when something comes up and "Can you handle this?" Learning the skills also cultivates confidence, self-assurance, listening, and many other things. And what a gift to discover you can do something you've been afraid of up to now!
Hey I am terrified and I am founder/ceo - the first sale is easy
Any training or measures to get client success to own renewals - what is your favourite comp plan ?
Hi John - sorry for the late reply. I haven't found training on this yet. The best approach is to find a great sales leader and learn from them. Best comp plan if you own renewals is commission.
What if the reluctance to own renewals isn't always a training issue? What if it's more about not liking sales? People now have the nerve to want to like their jobs. They might be talented with relationships, collaboration, and planning, and love those things, but not so with negotiations. That matters.
That's a fair point Kathleen. In this post I didn't specify the exact roles. My main point is that renewals should fall under CS. That means that there could be renewal managers and CSMs.
That said, everyone should know how to sell and how to negotiate. Whether it's the commercial aspect or just selling a customer on a certain path, you need to have those skills.
I agree, Chad. The ability to negotiate and sell is invaluable when something comes up and "Can you handle this?" Learning the skills also cultivates confidence, self-assurance, listening, and many other things. And what a gift to discover you can do something you've been afraid of up to now!