This piece is part of our series on modern sales reps, by sales reps. Did you know that Salesforce is hosting a World Tour event in Amsterdam this year? Sign me up. Truthfully, I don’t know if I’d make it back to the United States in one piece, but I’m certain it would be a...Read More
Did you know that there’s a group of people in your sales force who can yield 70 percent more revenue than top performers, with just a 5 percent increase in performance? You read that right: 70 percent more revenue than top performers. “But Bri, who is this magical group?” Glad you asked. According to...Read More
Close your eyes for a minute. Your next thought is probably something like, “Um, how will I read the rest of this blog if my eyes are closed?” Just do it. But before you begrudgingly slam your eyes shut and wonder what the hell you’re doing, here’s the question: Who’s the best boss you’ve ever...Read More
Until recently, there were 180 sales metrics being measured at United Parcel Service. That’s according to Carl Strenger. He spent more than three decades managing the enterprise-wide sales operations at UPS. Before he retired about a year ago, Carl served as the VP of Sales Operations and Compensation. Carl says that much of UPS’ success...Read More
Every St. Patrick’s Day, you probably see people eating lots of corned beef, drinking beer, wearing green and shouting “Erin Go Bragh!” That’s great and all, but as a sales leader, you’re probably wondering what in the world any of this could possibly have to do with sales performance. Let us explain. You see, there’s...Read More
How much are you going to sell next month? What about next quarter? These are questions on every sales leader’s mind, as CEOs, investors, board members and shareholders demand to know exactly how much your organization will bring in revenue next quarter (or sometimes for smaller companies, next month). In today’s modern world of selling...Read More
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