LevelEleven’s Sales Performance Blog

by Matthew Murray January 12, 2017

4 sales management tips for onboarding new hires

For a sales team that works well together, adding a new member can feel disruptive. What was once a productive, positive team can transform overnight into a group of quietly defensive cynics who seem collectively suspicious of the “new guy.” Does this sound dramatic? Maybe a bit. Think of it this way: Remember that feeling

by Brianna Valleskey January 11, 2017

5 teams that increased sales activities by more than 50%

Hiring more salespeople is not the only way to increase sales activities. It’s true. But it may not be what you think. Plenty sales software helps teams perform specific behaviors more efficiently, resulting in pockets of increased productivity. We’re talking about a tool that reinforces the fundamental sales activities that lead to closing business. Hundreds

by Brendan Hartt January 10, 2017

4 critical sales activities for new reps

Expectations for new sales hires are extremely high, especially in the SaaS industry. Most companies have a pre-screening and interview process that is so demanding and thorough, hiring managers hesitate to pinpoint red flags in their candidates –  an error which can lead to bad hires. What’s really scary is that the average cost of

by Brianna Valleskey January 9, 2017

How to run proactive sales coaching sessions

Do you only administer sales coaching on an ad hoc basis, when you overhear a poor discovery call or watch a rep struggle with a deal? If so, you have a problem. The most effective sales coaching is proactive, consistent and data-driven. Let’s be clear: When a rep struggles or requests help, impromptu coaching sessions

by Brianna Valleskey January 6, 2017

4 insights for sales management on customer service [Research]

Should sales management care what happens in their customer service teams? Absolutely. Research shows that high-performing sales and service teams are more integrated than ever. Earlier this week, Salesforce released new data on modern customer service. The second annual State of Service report surveyed more than 2,600 customer service professionals and contains valuable insights for

by Joshua Schwartz January 5, 2017

Hold the line! [a sales coaching lesson]

“Don’t fire ‘till you see the whites of their eyes!” – Colonel William Prescott History can often teach us important lessons. In our case, this infamous quote from the Battle at Bunker Hill can serve as a lesson of precision and diligence. For a B2B sales rep, patience is tough to maintain at certain parts