Month

January 2016
In our connected day and age, it’s common to have remote sales staff. But this can create a challenge when you’re focused on motivating the team members you don’t see in person everyday. One key to keeping remote reps engaged? Unique sales incentives. No, we’re not talking about the lofty types, like President’s Club. Plenty...
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The age-old question: What motivates people? In this post, I’ll examine what motivates your sales team and how to design compensation, recognition, contests and social pressure to work in your favor. I’ll lean on experience from running NetTel, a lead generation and appointment setting firm I founded back in ‘08. During that time, I tried...
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As an inbound sales development rep (SDR), it’s very easy to be a little bit reactive. Every day, leads come in through marketing efforts, downloadable content, demo requests and more. While successful account executives have the mindset of going after new business, this might not come as naturally to SDRs. But it’s your job as...
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Leadership means showing the way. That’s what someone recently reminded us on Twitter as a response to the fact that 44 percent of executives think their teams are ineffective at managing a sales process. @leveleleven @bobmarsh5 yet the responsibility is theirs. Leadership means showing the way. — George Seybold (@GeorgeSeybold) January 3, 2016 We thought...
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To set your sales team up for success this fiscal year, you know it’s important to get them motivated early on. Sales contests are, of course, an effective way to stimulate activities and behaviors — but only if you’re using them the right way. Every sales organization is unique, and there’s no single contest structure...
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Whether you’re an individual rep or a sales manager, tracking and reporting on the right metrics is of the utmost importance. Good rules to follow when choosing metrics at the campaign level should help drive actionable change in your sales campaigns, moving the needle in the right direction. After you’ve crafted your outbound sales campaign...
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