Month

April 2015
When it comes to defining sales KPIs, you have a few options: You can sit in your office, choose your main KPIs and announce those metrics to the team, or you can get your salespeople involved in KPI decisions. Go with #2. Yes, it takes extra time, which is why many sales leaders find easy validation...
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I am constantly having oddball dreams. Yes, that’s a strange way to start this post, but it’s true. I’ve recently had dreams about playing basketball against Michael Jordan (obviously I won), being waited on in a fancy Italian restaurant by Marc Benioff (Our sales performance platform lives on Salesforce. I ordered the gnocchi with garlic cream sauce) and...
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Sales development teams have become a crucial transition point in the sales process. Acting as the gatekeepers between marketing leads and sales opportunities, your sales development reps (SDRs) influence much of what happens at the top of your funnel. But for such an important role, how do you know if your SDRs are performing successfully? Managers often...
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As a kid, my dad used to make me watch the ’70s Kung Fu classic “Enter the Dragon” with him whenever it was on TV. “Bruce Lee is a bad dude,” he’d say. “Nobody wants to mess with Bruce Lee!” He was right. Even by Hollywood action movie standards, Bruce Lee was amazing. Despite standing...
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This is part 3 in the “Skill vs. Will Sales Coaching Series.” Read part 1 here and 2 here.  In parts 1 and 2 of this blog series, we’ve looked at using skill vs. will to analyze your team and introduced some of the personality traits you might come across. Now, in part III, we get to...
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When you think KPIs for your sales team, do you think sales quotas, average deal size or revenue per sales rep? Well, think again. Defining a KPI within a sales organization is often misunderstood and therefore, misused. To better understand how to get this right and build your own KPI-driven sales machine, this post will unravel...
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