Many modern sales leaders already understand the importance of managing sales activities. SalesLoft VP of Sales Derek Grant is one of them. As Derek told a panel at Dreamforce, his team tracks their total sales activities, calls, conversations and meetings scheduled. The leadership team reviews those numbers on a weekly basis. If sellers don’t complete enough calls or meetings to...read more
This is part of our series covering the best of Dreamforce 2016. Click here to read more. Last month, hundreds of sales leaders packed into a crowded conference hall to hear these six experts talk about sales metrics at Dreamforce 2016: Derek Grant, VP of Sales, SalesLoft (@derekgrant) Janet Jansen, Director of High-Velocity Sales, Paycor (@janetpjansen) Jason Jordan, Partner, Vantage Point...read more
This week, hundreds of sales leaders will travel to Las Vegas for the the first AA-ISP member conference dedicated to all sales roles: UNITE 2016. Attendees can network, share best practices and learn new skills from the many events taking place during the three-day event. There’s also a star-studded lineup of “sales scientists” in attendance. To help sales leaders get...read more
You might think that sales incentives and Halloween are a strange mix. But there’s a good reason to pair them. Every sales leader knows the last few months of the year can be terribly slow. Your prospects spend time with family or plan for next year. No one has time to for sales calls, let alone contracts and negotiations. Team...read more
The secret to sales productivity eludes even the most modern sales leaders. Just when you create the perfect commission plan, new research reveals that those types of if-then motivators can inhibit “complex, creative or conceptual” work. But social science might have an answer to the sales productivity problem: Grit. According to a study from University of Pennsylvania and University...read more
How often should you review your sales metrics? Good question. We work with a lot of sales leaders, but the most successful ones tell us they review sales metrics daily. It makes sense. Sales metrics help you understand what your salespeople do each day. I’m not talking about lagging indicators like revenue or market share. Research tells us that those...read more
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