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5 Hallmarks of High-Impact Sales Management

by Ari Zucker August 2, 2017

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

by Michael Steinberg May 11, 2017

3 game-changing inside sales trends happening right now

Inside sales isn’t new. But it’s gained a lot of popularity in recent years. The term was coined during the late 1980s and early1990s to differentiate common telemarketing or “telesales” techniques from this more complex and meticulous sales approach. The term was used to describes sales done remotely via telephone, email or the Internet.   Dramatic

by Brianna Valleskey 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.