Do you only administer sales coaching on an ad hoc basis, when you overhear a poor discovery call or watch a rep struggle with a deal? If so, you have a problem. The most effective sales coaching is proactive, consistent and data-driven. Let’s be clear: When a rep struggles or requests help, impromptu coaching sessions...Read More
Should sales management care what happens in their customer service teams? Absolutely. Research shows that high-performing sales and service teams are more integrated than ever. Earlier this week, Salesforce released new data on modern customer service. The second annual State of Service report surveyed more than 2,600 customer service professionals and contains valuable insights for...Read More
“Don’t fire ‘till you see the whites of their eyes!” – Colonel William Prescott History can often teach us important lessons. In our case, this infamous quote from the Battle at Bunker Hill can serve as a lesson of precision and diligence. For a B2B sales rep, patience is tough to maintain at certain parts...Read More
Sales coaching is an important job for a sales manager. Yet, research from CSO Insights and the AA-ISP shows that less than 20 percent of the average sales leader’s time is spent on proactive coaching. In fact, the majority of a sales leader’s time is spent on administrative tasks and attending internal meetings. They have...Read More
Necessary cookies are absolutely essential for the website to function properly. This category only includes cookies that ensures basic functionalities and security features of the website. These cookies do not store any personal information.
Any cookies that may not be particularly necessary for the website to function and is used specifically to collect user personal data via analytics, ads, other embedded contents are termed as non-necessary cookies. It is mandatory to procure user consent prior to running these cookies on your website.