It’s no secret: the last few years have changed the workforce entirely. Between shifting business priorities, economic uncertainty, and the push and pull of return-to-office policies, keeping employees motivated and engaged has never been more important — or more challenging...read more
Working in sales is a rollercoaster of exhilarating highs and brutal lows. One deal closes, and you’re on top of the world. The next day, a prospect ghosts you after weeks of calls and crushes your confidence. This is why motivation in sales is so important...read more
What separates a good sales rep from a great one? Some might say it’s skill, others attribute it to pure luck. But there’s one factor that consistently drives performance across high-impact sales teams: intentional, consistent coaching.read more
From crushing quotas to exceeding pipeline targets, the sales industry is all about performance. But how do you ensure your team is consistently performing at their best? That’s where sales performance management (SPM) comes in. SPM helps sales leaders improve behavior, increase visibility, and build high-performing teams through tools like leaderboards, scorecards, contests, and data-backed insights. It’s an undeniably powerful...read more
Coaching is one of the key tenets of sales performance management. Effective sales coaching boosts seller engagement, increases employee retention, and directly impacts revenue. Additionally, research from Korn Ferry shows that sales teams with consistent coaching achieve higher win rates and higher quota attainment than teams without...read more
The end of the quarter is stressful for everyone, and when that quarter is also the end of the year, the stress level increases. Sales teams are quickly approaching that time of year. Everyone is trying to close those last opportunities and get contracts signed to meet their annual goals. If you’re determined to close out your Q4 strong, you’ll...read more
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 your competitor is chasing after...read more
If you ask sales managers their thoughts on the purpose of coaching, many will say they use it to correct negative behaviors via real-time feedback. This results in the following type of situation: A sales rep just finished a rather tough call. As soon as he hangs up, his manager comes up to his desk and says, “I think you’re...read more
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