This piece is part of our series on sales development, by sales development reps. Well another Saturday morning has rolled around here in Detroit, which means I have another chance to crack open my laptop and type away into the sales-related ether. But this morning, I ask myself the world’s most dangerous question: Why? Why...Read More
When you think of motivating your sales team, you probably picture working with your bottom performing sales reps. But you might be surprised to learn that working with bottom performers won’t yield the highest return for your sales team. Neither will working with your top performers. According to a study by the Sales Executive Council,...Read More
Any message from a sales rep that includes “touching base,” “circling back” or “checking in” is what Jill Konrath calls the kiss of death. “That is an email or voicemail that gets deleted in two seconds,” she said. “People don’t want someone who’s touching base. They want a deal with somebody who continually brings them...Read More
What qualities and behaviors make the best sales leaders? University of California professor of sales strategy Steve W. Martin set out to answer that question when he interviewed more than 1,000 sales leaders. He combined that with the answers from over 400 sales leaders who completed an extensive sales management performance study to put together...Read More
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