In the age of ubiquitous technology, no other productivity investment improves rep performance better than sales coaching. That’s according to research by the Sales Executive Council. And it makes sense. Vantage Point Performance Partner Jason Jordan explains that anything learned by salespeople during a day of offsite training sits in their head until needed. Coaching...Read More
This is the first in a four-part series about activity-based selling. Check back in a week to read part two. The old school sales manager is extinct. Or he will be soon. Why? Because that guy only managed his team around results – revenue, wins, deals closed, new logos, whichever term your sales team prefers....Read More
Good news, sales leaders! The percentage of women in sales has increased from 36 percent to 39 percent over the last ten years. Here’s the bad news: In the past decade, the number of women in sales has only risen 3 percent. “Especially in B2B sales, it’s a very male-focused world,” Score More Sales founder...Read More
Think of old-school sales leaders: People in suits shouting at the sales team, laser-focused only on what’s closing this month and racking up plenty of frequent flyer miles and steak dinners. (Are you picturing Alec Baldwin, yet?) That style of leadership revolves around one metric: results. Closed won, sales, MRR, new logo, revenue –...Read More
When the customer success team at ilos was created, they tracked KPIs like emails sent. Emails sent can be a great leading indicator, but founder Sean Higgins quickly learned there wasn’t a correlation between deals won and the number of emails sent by the customer success team. So they ditched it and tried something else....Read More
We know Salesforce is one of your top CRM tools, so we want to keep you updated on the technology you use every day. Stay in the know with our Sales Leader Brief series. In late July, Salesforce introduced Shield for Financial Services Cloud, a solution to help financial service providers comply with industry regulations....Read More
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