Many sales leaders feel like sales coaching isn’t effective. But data tells us it can be, if done properly. The problem is that too many one-on-one sessions turn into mere pipeline reviews. Sales coaching requires so much more than that. You know it. We know it. So, let’s get down to business. Here are four topics you need to cover...read more
Sales management plays a critical role in every organization. Your sales leaders drive your revenue process by creating a sales strategy and empowering reps to execute it (through both training and technology). But a study of 515 sales managers found that average sales management results in less than 50 percent of reps achieving quota. So sales management needs to step...read more
More than 70 percent of leading companies say sales coaching is the most important role of a front-line sales manager. But less than 20 percent of the average sales leader’s time is spent on proactive sales coaching. This doesn’t make sense. Especially when research shows that sales coaching is the best productivity investment to improve performance. One likely culprit for...read more
Earlier this week, Salesforce released a new report documenting how small businesses use their sales stack. The “2016 Connected Small Business Report” surveyed more than 300 small business owners with less than 100 employees and under $1 billion in annual revenue. The report found that not only are small business owners relying on outdated tools to connect with customers, but...read more
Congratulations, sales management! You made it through 2016. Hopefully you got some much-needed and well-deserved rest during the holidays. But now is the time to take advantage of your refreshed state. Here are nine useful guides for sales management to read before next year. 9 sales management reads 1. Set your sales metric goals for next year with “Identify the Right Sales...read more
The activity-based selling movement draws a lot of attention to sales activities. Modern sales leaders determine sales strategies, metrics and even coaching based on their team’s key selling behaviors. But a sales strategy that focuses so heavily on activities begs the question: Should sales reps be compensated for sales activities? The idea likely seems comical – if not ludicrous –...read more
Sales incentives can be tricky business. You want to reward your sales reps for their tremendous work, but you also don’t want to ruin your CFO’s day by going over budget. The good news is that studies show recognizing someone’s accomplishments is a better motivator than a reward with high monetary value. So your sales incentives don’t have to break...read more
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