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
Sales leaders face many challenges on any given day. One of the biggest is knowing how to be an effective coach. You can have all the right strategies in place, but everything can quickly go out of the window when individual sales reps leave those coaching sessions. This isn’t to say that you’re a bad sales coach. Much like your...read more
On the heels of a global pandemic, the subsequent Great Resignation, and now mass layoffs and economic uncertainty, individuals are suffering a lack of motivation, productivity, and proper support amid such challenging times. Workers are stressed. They might not be on their A-game. This has led to a surge in articles and other resources with advice on how to help...read more
The year is flying by, and we’re already halfway through the second quarter of the fiscal year. This is a critical time of year. There have been plenty of deals and enough action to really start taking a good look at how teams are performing. You have plenty of data at your fingertips to analyze and, with the right tools,...read more
April. What a time for new beginnings! It’s the start of Q2, and so many teams are looking for great ways to keep the momentum going — or to get back on track if Q1 didn’t deliver as well as hoped. So what is the best way to celebrate the start of a new quarter? We’d argue that the answer...read more
Sales leaders face a common challenge: you need your employees to be at the top of their game. A lot of the time, precious resources are wasted on infective coaching strategies and it turns into a game of throwing stuff to a wall and hoping something sticks. Leaders generally understand the importance of sales coaching, but there is a disconnect...read more
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