Author: Niraj Ranjan Rout

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by Niraj Ranjan Rout January 23, 2017

5 bad sales management practices to stop right now

Your salespeople seem talented, but aren’t able to deliver good results. Why?   Old school sales managers would be quick to point the blame at the reps, themselves. But sales team performance is a reflection of sales management, as a sales leader’s job is to coach and guide reps around the fundamental activities that lead

by Niraj Ranjan Rout November 22, 2016

Every startup needs a sales strategy

Anyone who builds a product or service knows that they will, at some point, have to sell it. But many startups hyper-focus on marketing and product development strategies, while paying little attention to sales. This can be a costly mistake. A sales strategy – unlike one for marketing or product – narrows your focus on

by Niraj Ranjan Rout July 7, 2016

Sales Coaching Tips for New Sales Reps

Hiring a new sales rep is already a time-consuming process. But hiring a newbie who’s never sold before? That’s an even bigger task. A sales rep has to master many skills to deliver high performance, and that makes it hard to figure out the best place to begin. Do you start with prospecting? Discovery meetings?