Month

May 2017
Inside sales isn’t new. But it’s gained a lot of popularity in recent years. The term was coined during the late 1980s and early1990s to differentiate common telemarketing or “telesales” techniques from this more complex and meticulous sales approach. The term was used to describes sales done remotely via telephone, email or the Internet.   Dramatic...
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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. In sales coaching, context matters That’s one of the many reasons we built our new activity snapshot feature within LevelEleven coaching. Another important reason is that many of...
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We know that effective sales coaching increases rep performance. But sales coaching can only have that impact if it’s accompanied by three things: a manager who prioritizes sales coaching; a formal sales coaching process; and a team of coachable reps. As Harvard senior lecturer Mark Roberge told an audience during last year’s Sales Acceleration Summit,...
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A few months ago, we unveiled the second annual Sales KPI Report, featuring research of more than 3,000 sales metrics and 800 sales teams. The results were captivating. For example, we found that Progressing Opportunities — a KPI that didn’t appear in last year’s study — make it to the top KPI list for every...
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Anyone in a frontline sales management role is more than likely a former salesperson who was very successful. It’s a natural progression. But if this is that person’s first management role, they’ll need to learn how to lead people. Without leadership training, that person may revert to the old school style of sales management, where...
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