Author: Julie Dunn

by Julie Dunn July 8, 2017

5 Steps to Identify Sales KPIs that Matter

Determining your key performance indicators (KPIs) can be one of the most important things you do as a sales leader. These are the operating metrics to run your sales organization. But before we jump into defining your sales KPIs, we have to make an important distinction between leading and lagging KPIs. Leading vs. Lagging KPIs

by Julie Dunn May 12, 2017

Salesforce AppExchange releases vendor-facing upgrades

The growth of the Salesforce AppExchange from a couple hundred applications to several thousand in a couple of years was proof of concept that the company could attract third-party developers to create applications to improve its CRM platform. Last week, Salesforce took steps to foster further overall growth and further nurture app developers.

by Julie Dunn May 10, 2017

How to improve sales coaching with activity snapshots

That’s one of the many reasons we built our new activity snapshot feature within LevelEleven coaching. Another important reason is that many of you, our awesome customers, requested it. You told us you wanted the ability to not only see this period’s sales metric performance, but also the performance for prior periods and team averages.

by Julie Dunn May 9, 2017

3 Sales Coaching Sessions Every Salesperson Needs

Why is the average sales manager spending so little time on this critical activity that will help them succeed and progress their own career? A common explanation from the manager is that they talk with reps all day every day about deals and meetings, so they’re coaching all the time. But that's not enough.

by Julie Dunn May 8, 2017

Focus on sales coaching, coachability when hiring reps

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.

by Julie Dunn May 4, 2017

3 ways to use sales KPI research [advice from sales leaders]

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 research results were so fascinating that we asked a few sales experts to weigh in on how modern sales leaders can make the most of this research.