Month

November 2016
Let’s be honest here: Sales dashboards don’t affect sales performance in a meaningful way. They do visualize important data. You show them to C-level executives, investors and board members. They provide a high-level view of how your organization is performing. But you can’t use that data alone to manage sales reps. Sales dashboards tell you...
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Research shows that sales coaching with more data and less emotion is the most conducive to sales excellence. But many sales leaders still coach reps based on feelings and gut instinct. With a new year on the horizon, it’s time to build a better sales coaching strategy. These four steps explain how. 4 steps to...
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Around this time of year, all of us in sales management tend to get a little stressed. Our pipelines are full. Our sales reps are on their game. If all goes well, we shouldn’t have a problem hitting quota … But suddenly, our biggest opportunity calls to say they might have to wait until 2017....
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Earlier this month, GetApp awarded Salesforce the top spot in their quarterly ranking of the best CRM solutions. This is the second quarter in a row the Gartner company named Salesforce as a leader. Zoho CRM took second place, and Pipedrive came in third.   The “Category Leader” ranking serves as a reference point for...
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Anyone who builds a product or service knows that they will, at some point, have to sell it. But many startups hyper-focus on marketing and product development strategies, while paying little attention to sales. This can be a costly mistake. A sales strategy – unlike one for marketing or product – narrows your focus on...
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