Month

October 2016
You might think that sales incentives and Halloween are a strange mix. But there’s a good reason to pair them. Every sales leader knows the last few months of the year can be terribly slow. Your prospects spend time with family or plan for next year. No one has time to for sales calls, let...
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The secret to sales productivity eludes even the most modern sales leaders. Just when you create the perfect commission plan, new research reveals that those types of if-then motivators can inhibit “complex, creative or conceptual” work.   But social science might have an answer to the sales productivity problem: Grit. According to a study from...
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How often should you review your sales metrics? Good question. We work with a lot of sales leaders, but the most successful ones tell us they review sales metrics daily. It makes sense. Sales metrics help you understand what your salespeople do each day. I’m not talking about lagging indicators like revenue or market share....
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Is any part of a sales leader’s job more scrutinized than the sales forecast? Hard to say. But as you put together your sales goals for 2017, I want to propose a radical shift in the way you manage performance: an activity-based forecast. This forecast comes from the activity-based selling methodology, where you guide day-to-day...
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This is part of our series covering the best of Dreamforce 2016. Click here to read more. Sales productivity is always a focus at Dreamforce. But sometimes, there’s so much information that it’s hard to determine what’s important for you, as a sales leader. That’s why we’re putting together a series on the best ideas,...
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