Sales incentives are a great way to increase sales activities on your team. With a small contest or spiff, you can quickly rally your team and drive focus, energy and excitement around key initiatives. But too often, sales management assumes that the best sales incentives are the most expensive. That’s not quite the case. In fact, research has found that...read more
The term “sales coaching” has been thrown around a lot over the last couple of years with fluffy descriptions, opinionated articles, unclear explanations of what it entails and very little discussion of the ROI potential. We’re here to clear things up. Let’s break down why sales coaching matters, how it looks and what you can do to implement a sales...read more
High-performing sales teams use nearly three times more sales software than underperforming teams. But that doesn’t mean purchasing sales tools, alone, will increase performance. In fact, a common error of sales management is botching the implementation and rollout of the sales software they purchase. Not only does this increase the amount of time it takes for you to see ROI,...read more
For a sales team that works well together, adding a new member can feel disruptive. What was once a productive, positive team can transform overnight into a group of quietly defensive cynics who seem collectively suspicious of the “new guy.” Does this sound dramatic? Maybe a bit. Think of it this way: Remember that feeling when a new kid joined...read more
Hiring more salespeople is not the only way to increase sales activities. It’s true. But it may not be what you think. Plenty sales software helps teams perform specific behaviors more efficiently, resulting in pockets of increased productivity. We’re talking about a tool that reinforces the fundamental sales activities that lead to closing business. Hundreds of modern sales leaders have...read more
Expectations for new sales hires are extremely high, especially in the SaaS industry. Most companies have a pre-screening and interview process that is so demanding and thorough, hiring managers hesitate to pinpoint red flags in their candidates – an error which can lead to bad hires. What’s really scary is that the average cost of a failed ramp-up or miss-hire...read more
Do you only administer sales coaching on an ad hoc basis, when you overhear a poor discovery call or watch a rep struggle with a deal? If so, you have a problem. The most effective sales coaching is proactive, consistent and data-driven. Let’s be clear: When a rep struggles or requests help, impromptu coaching sessions are a good tool. But...read more
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