Sales management: Do you have a process for ensuring your reps stick to sales fundamentals? Fundamentals form the cascading chain of activities that lead to sales, like making phone calls, qualifying prospects, asking discovery questions and communicating a value proposition. Without them, there would be no sales process. No one will argue that sales activities aren’t important. But reps are...read more
Sales incentives don’t always cost a lot of money. And they shouldn’t have to. The value of sales incentives is that they recognize your team’s hard work, which is a powerful source of motivation. It’s simple: When reps feel like an important part of your team, they work harder. Because motivation is so important in sales leadership, you should utilize...read more
Hundreds of sales organizations are driving revenue with a growing category of software: sales activity management. With a sales activity management system, managers can spot the key activities needed to close business and set daily, weekly and monthly goals around them. They can then monitor and course-correct performance with real-time data, as well as keep their reps motivated with data-driven...read more
This is the first in a new series of product-focused blogs to help our customers achieve even greater ROI with LevelEleven. To view other stories in the series, click here. When implemented properly, sales metrics help salespeople get and stay focused on the critical few behaviors fundamental to closing business. But too many sales metrics can be a dangerous thing....read more
We know Salesforce is one of your top sales productivity tools, according to an online technology reviews firm, so we want to keep you updated on the technology you use every day. Today, Salesforce officially released the AI-powered sales software innovations we’ve been hearing about for a few months now. A press release sent out by the company this morning...read more
When I asked Dave Mattson to share the most significant lesson he learned from managing sales reps, his answer was not what I expected: the importance of setting clear expectations and tying them to personal goals. “Matching personal goals to corporate goals allowed me to make sure that my people were successful,” Mattson explained. He’s the CEO of Sandler Training,...read more
Most hiring best practice guides focus entirely on locating, interviewing and onboarding sales reps. Very few focus on onboarding an even more important role: sales management. Sales leaders have a notoriously high turnover rate, and employee turnover is very expensive. That’s why creating a comprehensive onboarding process for sales managers is critical. Of course, your process will include the traditional...read more
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