By

Allie Reck
The benefits of an activity-based selling strategy As a salesperson, there is only so much you can actually control. You can’t control the amount of budget your customer has available. You can’t directly control the amount of time it takes for your contract to make it through legal review. You can’t control whether or not...
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Looking back at our predictions for the sales performance management space Despite how unpredictable 2020 was, patterns and trends did emerge from the chaos. We recorded those predictions in this blog post at the end of the year, giving our best guesses as to how 2021 would look for the sales performance management space. We...
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It’s often said that consumers are emotional, and plenty of literature exists in the B2C world about the importance of appealing to buyer emotions. However, B2B buyers are typically left out of the conversation. The thing is, B2B buyers are just as emotion-oriented as consumers. In fact, B2B purchase decisions are more emotional because careers...
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A People-First Approach To Sales Strategy Sales Performance Management is a set of processes that optimize the measurement, analysis and development of sales input & output. The main objective is to improve salesperson performance and drive successful business outcomes. Sales Performance Management is made up of multiple elements that drive successful business results. These include:...
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Spark Engagement & Motivation with Sales Contests Everybody loves a good sales contest, right? Sales contests help improve team morale, encourage teamwork and/or healthy competition, and increase excitement and engagement among sales teams. A sales contest motivates your sales reps to focus on a specific goal or metric for a temporary period of time, driving...
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As a sales manager, you’re always working to increase sales pipeline more efficiently and effectively. The goal is always to “do more, better” but your sales reps have quotas to hit for the quarter and only so much time in a day. Meanwhile, you have a whole team to keep track of whose performance directly...
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