Hiring a new sales rep is already a time-consuming process. But hiring a newbie who’s never sold before? That’s an even bigger task. A sales rep has to master many skills to deliver high performance, and that makes it hard to figure out the best place to begin. Do you start with prospecting? Discovery meetings?...Read More
Have you ever looked around your sales floor and thought, “I know my reps are busy…but are they actually busy on activities that will move the needle?” You’re not alone. Modern sales leaders crave an understanding of the activities reps are spending their time on, which is a big reason why 75% of sales leaders...Read More
Sales KPIs are not just for inside sales teams. That’s because, as Activity Based Selling tells us, winning a sale is the outcome of a cascading chain of controllable activities. Whether your sales cycle is long or short, simple or complex, small business or enterprise: there’s still a set of specific activities that have to...Read More
With the rise of Activity Based Selling, the use of key performance indicators (KPIs) as operating metrics has become more important than ever. Sales KPIs are the leading indicators of your operating metrics. When tracked in real time, they help you stay on pace to your larger sales performance goals. Of course, first you must...Read More
For a lot of sales teams, summertime can be a real drag. Not only does your revenue typically slow because so many prospects are on vacation, but the decreased momentum makes your office a sleepy, slow-moving place to be. But summer can be an opportune time to motivate your sales reps with some extra recognition...Read More
Research tells us that diversity in sales organizations is positively correlated with revenue. But the number of women in sales is still dramatically lower than men. According to CEB, women represent: 4 out of every 10 entry-level sales employees 3 in 10 first- and mid-level management roles 2 in 10 department head or general manager...Read More
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