306 sales management metrics. That’s the number of data points “Cracking the Sales Management Code” authors Jason Jordan and Michelle Vazzana studied when they partnered with the Sales Education Foundation to survey its corporate constituents. The researchers asked sales leaders to provide the most important key performance indicators they used to drive performance in their sales teams. What Jason and...read more
Your top performers aren’t successful because they have a magic closing technique or some special relationships. They aren’t privy to a secret sales strategy that eludes the rest of your team. And they may not even work that many more hours than their peers. What your top reps do is perform the right selling activities day-in and day-out that lead...read more
Your first enterprise customer is a big deal. Not only will you learn about the complexity involved in selling to a large enterprise, but it could create momentum that puts your company on a new trajectory. That’s no reason to shy away from the task ahead. Everybody is trying to sell into the large sizzly brands within the Fortune 500,...read more
Sales motivation may not be as simple as you think. Many organizations rely on traditional punishment-and-reward systems to motivate reps. But in his book “Drive: The Surprising Truth About What Motivates Us,” author Daniel Pink explains that more powerful forms of sales motivation can come from intrinsic sources. He points to multitudes of research that identify autonomy, mastery and purpose...read more
You’ve probably seen some variation of the statistic below, but it’s still worth sharing: Every day, 2.5 quintillion bytes of data are created. That number is unfathomable, but it’s great news for sales leaders. That data includes valuable activity data, lead information and pipeline statistics that can be used to improve your sales process. But that high volume of data...read more
Modern sales leaders, we know you have a tough job. Can you think of any other profession with an average tenure of less than two years? This is especially true at the end of the year, when so much is on the line. Your CEO wants good revenue numbers. Your reps want time off with their families. You just want...read more
We know Salesforce is one of your top CRM tools, so we want to keep you updated on the technology you use every day. Stay in the know with our Sales Leader Brief series. Next year, Salesforce customers will be able to access the company’s main sales tools via the Amazon Web Services (AWS) public cloud infrastructure in Canada. The...read more
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