Just weeks before the second annual Sales KPI report was published, CSO Insights released its first-ever sales management study. The main takeaway? Quota attainment has decreased since 2012, and the missing ingredient is the sales manager’s ability to manage the right activities and coach the related behaviors (leading indicators) that lead to the desired results...Read More
A sales activity plan is a crucial element of achieving sales goals. Without clear guidance on how to create, progress and close opportunities, your reps are left to take a trial-and-error approach to winning business – which is something none of us can afford. Just a few weeks ago, CSO Insights released the 2017 Sales...Read More
Sales management is a hard job. Anyone who has been a sales manager can attest to this. The average tenure is less than two years, and no other member of the leadership team fails as often as the sales manager. What’s more: Sales managers typically receive little training. Research from Vantage Point Performance and The...Read More
No one is born knowing the secrets of sales management. If you’re a rep who’s been promoted to a leadership position, a software directory can help you find the tools that your team needs. But leadership and communication are harder. In this article, we’ll offer you some effective strategies that you can use to start...Read More
In less than a month, almost 1,000 sales leaders will head to downtown Chicago for an exciting event: the 9th Annual AA-ISP Leadership Summit. Starting on April 18, this three-day event is sure to be action-packed. Not only does it feature over 65 sales and leadership sessions, but there are almost 50 tactical breakouts, four...Read More
Maximizing the bottom-line of a business starts, in large part, by having great sales performance. Easier said than done, of course. But achieving better top-line growth has become harder than ever due to the increasing complexity of the selling process and changing preferences of consumers. Fortunately, that doesn’t mean that you can’t improve your sales...Read More
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