The modern buyer is more resourceful than ever. Internet research with tools like social media and software review websites can reveal enough information to make a buying decision without ever talking to a salesperson. Modern sales teams know this, which is why many have switched to a more consultative, solution-oriented sales approach. Their reps...Read More
For a sales manager transitioning from a non-leadership role, it’s easy to fall back on the sales activities you are used to. More than likely, you were hired or promoted because of your excellent sales performance. But that can be a problem. According to research from Vantage Point Performance, average sales leaders perform at 99...Read More
This is a new series of product-focused blogs to help our customers achieve even greater ROI with LevelEleven. To view other stories in the series, click here. Last week, we launched a powerful new feature within the LevelEleven Scorecard product: a sales KPI grid called Activity Overview. Like many of the capabilities within our system,...Read More
For sales management, the 2017 CSO Insights Sales Manager Enablement Report contains an alarming statistic: “Quota attainment has decreased from 63 percent in 2012 to 55.8 percent in 2016.” Yikes. This is just one of many statistics that led the study’s researchers to a provocative conclusion: “Sales enablement is a growing trend, but sales performance...Read More
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