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10 Reasons Your Sales KPIs Need More Visibility

by Kristy Sharrow May 1, 2015

Determining your sales team's key performance indicators (KPIs) is just step one. Then comes the crucial part: Ensuring your team not only knows what those KPIs are, but how they're performing around those indicators. And you need to ensure this as often as possible. We're talking real-time visibility. Not quite convinced? Then you should know this: Real-time visibility…

by Brianna Valleskey February 11, 2016

The 5 Most Common Sales KPIs

Have you ever wondered if you actually measure the right key performance indicators (sales KPIs) for your team? As sales leaders, we want to manage our teams around the activities that ultimately lead to sales. The magic metrics. In “The Sales KPI Report,” we analyzed 1,500 sales activities used by more than 100 sales teams

by Kristy Sharrow February 10, 2016

8 Enterprise Selling Lessons for Sales Leaders [Live from SaaStr Annual]

We all know that navigating enterprise sales isn’t easy. SaaStr Annual 2016 presented its “Whale Hunting: Negotiating, Handling and Closing” session to help. These three top experts offered enterprise selling advice to a theater full of SaaS founders and execs: Shep Maher, SVP Sales, Guidespark (@shepmaher) Andrea Austin, VP of Enterprise Sales, InsideView (@aaustin94965) Marc Jacobs, VP of Sales, Greenhouse (@marcjacobs1) In

by Kristy Sharrow February 10, 2016

11 Expert Tips on Specializing Your Sales Team So You Can Scale [Live from SaaStr Annual]

You can’t scale if your sales roles aren’t specialized. That’s what Aaron Ross, author of Predictable Revenue, told the SaaStr Annual 2016 audience to launch Wednesday’s second tactical session: “How to Specialize Your Sales Team So You Can Actually Scale.” Then Aaron opened the discussion to include: Bridget Gleason, VP of Corporate Sales, Sumo Logic (@bridgetgleason) Don Otvos, VP

by Kristy Sharrow February 10, 2016

9 Tips on How to Really Do Outbound Sales [Live from SaaStr Annual]

It’s day two at SaaStr Annual 2016, which means 5,000 SaaS leaders from 47 countries are gearing up for a second day of killer content and networking in San Francisco. Hundreds of those leaders packed into the event’s Tactical Theater for one early session on “How to Really Do Outbound Sales,” featuring these three experts: John Barrows,

by Brianna Valleskey February 10, 2016

3 (Big) Ways a New Sales Leader Can Rapidly Add Value

As a new sales leader, time is your enemy. There’s a lot of pressure to close more business as fast as possible, and you don’t have a lot of time to get the job done right. So it’s important to not waste your time on things that don’t matter. But you know all this. So