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by Brianna Valleskey May 1, 2017

How to identify bad sales management (and what to do about it)

Poor sales management can cost your company millions. That’s why it’s imperative to identify bad sales managers and course-correct their behavior. But what exactly makes a “bad” sales manager? The obvious answer is to look at quota achievement. However, research shows the average sales manager’s team hits 99 percent of their target, but only has

by Jamie Shanks April 26, 2017

Make sales training a priority (or it won’t work)

I’m going to start with a bold statement: The success or failure of your digital sales training program -- especially if you want it to scale -- is predicated on buy-in from your senior leadership. I can't pretend that turning this statement into reality is simple; for some of you, this will be very complex.

by Brianna Valleskey April 20, 2017

Why sales coaching is much more important than forecasting

Sales forecasts are important. They not only help set expectations for your finance team and overall company, but for some of you, those numbers also go to a board of directors, or even Wall Street. Managers spend 10-15 hours a month on forecasting. But an accurate forecast won't help reps close deals; sales coaching will.

by Nicole Letendre April 19, 2017

How to plan a sales goals meeting (tips for new managers)

Research from Harvard University found that students who set specific goals increased their academic achievement by 30 percent. But can goal setting will have the same effect on the individuals in your sales team? Absolutely.

by Brianna Valleskey April 11, 2017

Upgrade your sales activity tracking spreadsheet to increase sales

Sales managers don’t actually manage “sales.” They manage a team of people who perform day-to-day activities that lead to sales. And research has found that the only way for a sales leader to affect sales performance is to coach and motivate those behaviors within their team members. But you can’t manage what you don’t measure,

by Brianna Valleskey April 7, 2017

5 sales coaching lessons from professional baseball

We’re looking at professional baseball for insights on modern sales team management. And believe it or not, sales leaders can learn a lot from Major League Baseball. Here are some great pieces of advice from MLB pros that you can use to fine-tune your sales coaching.