In your career, you will likely have to restructure a sales process. It’s not always a bad thing. Companies grow, products pivot and industries change. But laying out the sales strategy for your entire team is a big task. We’re here to help. Check out these steps to restructure your sales process using the fundamentals...Read More
Most of us want to use sales metrics, but what sales leader really has the time to parse through mountains of data to determine which ones really matter? Sanj Bhayro, Salesforce SVP of Commercial Sales, EMEA, says to keep it simple: “It’s easy to get overwhelmed. Decide on a few key metrics that are important...Read More
Can sales performance really be managed? According to research: Yes, to a certain degree. “Managing performance” means the performance of sales reps can be directly influenced by doing something differently or asking reps to do something differently. You can’t manage sales objectives like deal size or quota attainment. But you can manage sales activities like...Read More
Daily activities for sales development reps can get noisy. You’ve seen it: They’re researching prospects, making phone calls, sending emails, qualifying leads, setting up appointments, scheduling demos, fielding qualified opportunities…the list goes on. That’s where sales KPIs can help. Not only do they improve decision making for reps on where to spend their time, but...Read More
Research from Vantage Point Performance tells us that 83% of metrics being used by sales leaders are unmanageable. It’s true. The vast majority of business numbers monitored by sales organizations are completely out of their control. “Our criteria for managing became that a frontline sales manager could directly influence the metric by asking someone to...Read More
We all know how difficult summer can be for sales. The weather warms up. Kids get out of school. Prospects and clients go on vacation (and then are too busy for you when they get back). So maintaining sales team momentum from June to August can be difficult. And understandably so – who really wants...Read More
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