Month

June 2016
For a lot of sales teams, summertime can be a real drag. Not only does your revenue typically slow because so many prospects are on vacation, but the decreased momentum makes your office a sleepy, slow-moving place to be. But summer can be an opportune time to motivate your sales reps with some extra recognition...
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Don’t we all wish we had an entire sales team of top performers and seasoned veterans who hit their quota every quarter? I know you’re silently agreeing with me. But we know that really isn’t possible and that your sales team is likely comprised of 20 percent top performers, 60 percent middle performers and 20...
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Research tells us that diversity in sales organizations is positively correlated with revenue. But the number of women in sales is still dramatically lower than men. According to CEB, women represent: 4 out of every 10 entry-level sales employees 3 in 10 first- and mid-level management roles 2 in 10 department head or general manager...
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According to recent data from Salesforce, 75% of all sales leaders have either already invested in or plan to invest in sales activity management technology this year. You read that right: three-fourths of all sales leaders are embracing sales activity management. In other words, modern sales leaders seea need to manage and motivate the cascading...
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A CRM with poor data quality can feel like a very large waste of money. You know how powerful a CRM like Salesforce can be for your sales team, but you can’t leverage its power if your data is inaccurate. Don’t get down on yourself or your sales reps, though; poor data quality happens all...
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Are you a sales development leader running a data-driven organization? Are you attempting to be? If so, I have a question for you: Can you accurately report your sales metrics and predict what’s going to happen in the future based on what’s in your sales funnel right now? That’s what I’m here to talk to...
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