Driving revenue with sales metrics is an iterative process. Even if you define the right operating metrics, align your team around them and course-correct performance, your sales metrics need continuous evaluation. Perhaps new initiatives require a shift in your process. And even if your plan of action hasn’t changed, the market, economy or competitors can...Read More
Sales coaching is like training any muscle group. In order to keep growing, you have to switch up the exercises. That’s why you need to change your sales coaching strategy every once in awhile. Don’t get me wrong, you should still have weekly or bi-monthly one-on-one sessions. But that’s not the only exercise that can...Read More
Every new sales leader understands this feeling: “When taking great leaps forward, life often turns to shit before it turns to Shinola.” That’s from Jen Sincero’s New York Times bestseller, “You are a Badass,” and it does a pretty good job of summarizing the chaos that follows big life changes. You got the job, but...Read More
The end of a quarter is a hard time to be a sales leader. You’re stressed about getting in those last vital deals for this quarter. Your CEO needs next quarter’s sales forecast. Your reps want to take off time for the holidays. And to top it all off, you need a new sales strategy to achieve...Read More
The sales stack marketplace is exploding. From 2000 to 2015, 244 inside sales technology companies were founded, and 2016 continues to be “the year of the sales stack.” As a sales leader, this means your inbox is restless and your voicemail remains perpetually full. Every day you hear about a new type of technology that...Read More
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