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5 Stages of Sales Management [SlideShare]

by Bob Marsh September 19, 2017

Sales Management is Not Easy Anytime someone is new to sales management, there is an adjustment period to figure out how to be effective. When that transition is from being a direct seller to a manager, that adjustment can be even more jarring. We all know the typical story with sales managers – they were

by Brendan Hartt September 12, 2017

4 Tips to Transform Your Sales Organization

I’m now in my mid-thirties and like you I have heard, read, and responded to countless questions related to the word “transform” or “transformation”. Often the question comes in the form of “How do I transform my sales organization to achieve better results?” Many use the word “transformation” in the context of redefining an existing

by Ari Zucker August 2, 2017

5 Hallmarks of High-Impact Sales Management

Frontline managers are the single most important member of any sales organization. At least according to the 2017 Sales Management Research Report published by the Sales Readiness Group and SellingPower. This report identifies “5 Hallmarks of High-Impact Sales Organizations” by comparing high-impact organizations against average-to-low performing organizations. 1. Spend more time on sales coaching Sales

by Jason Jordan July 17, 2017

3 Reasons Why Sales Coaching Does Not Happen More

In a survey we recently conducted with the Sales Management Association, we asked organizations to select their top priority for sales manager activity from a list of 17 categories. The answer? Sales Coaching. These results weren’t surprising considering the significant impact sales coaching has on performance. We found there is a 39% revenue difference between

by Bob Marsh 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 Brendan Hartt June 28, 2017

How Everbridge increased conversations 33% with sales coaching

We recently had the pleasure of sitting down with Mike Sadler, VP of Corporate Sales, at Everbridge. We discussed a variety of topics from general sales management to sales coaching, but we found his comments on coaching to be particularly relevant given that sales leaders often struggle to maintain a consistent 1-on-1 coaching cadence that