Do you ever get tired of using the same old sales incentives? Your sales team probably does. That’s why it’s important to utilize various sources of sales motivation. And no, that doesn’t mean spending even more money on incentives. You have to get creative. Take inspiration from national holidays, company initiatives or local happenings. In the past, we’ve compiled incentive...read more
Sales team management is difficult. So much so that the average tenure of a sales leader is less than two years. A big reason that so many sales leaders struggle is that their organizations promote them from the role of an individual contributor, but then provide no management training. Sales management requires a very different set of skills than just...read more
According to research from Vantage Point Performance, effective sales coaching can increase win rates. However, many sales leaders don’t understand what “effective coaching” actually entails. A report from Aberdeen found that the most effective sales coaching is proactive, consistent and data-driven. But how exactly do you achieve that? LevelEleven CEO Bob Marsh recently hosted a webinar titled “Build a High-Impact...read more
Congratulations! You’ve been promoted to sales management. You hold a vital role within your organization, so it’s imperative that you take your new responsibilities very seriously. As Jason Jordan and Michelle Vazzana say in “Cracking the Sales Management Code,” frontline sales management is the most powerful point of leverage in any sales organization. Your first couple of weeks in a...read more
Managing sales teams is not as easy as it seems. Not only does it require defining key selling activities and aligning a team around them, while simultaneously monitoring and course-correcting performance, but it also means effectively managing and motivating an entire team of sellers. That last part, alone, is a full-time job. And it’s not easy. That’s probably why the...read more
We know Salesforce is one of your top sales management tools, according to an online technology reviews firm, so we want to keep you updated on the technology you use every day. In today’s connected world, sales management is much more involved with customer service and success than ever before. Quality service interactions can be a potential revenue driver, and...read more
When building out a sales strategy, many companies make the mistake of separating their human and online selling processes. “Online selling is sometimes seen as a technical process that doesn’t require human intervention,” GetApp sales management researcher Karen McCandless told us. But that’s simply not the case. Sales organizations must better connect with customers via online selling channels, Karen explained,...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. Most sales software aims to increase sales productivity. But too many tools can actually decrease productivity, because sales teams spend so much time working and reporting in multiple...read more
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