Closing deals and making the number is the goal of any salesperson or sales leader. There is complete alignment here, and anyone in sales has selected a career where they are willing to be held accountable to their results. In fact, in most cases, 50% of their compensation is tied to hitting these goals! So...Read More
As I walked off the flight from one of my first business trips, I found a sales leader I met getting on that plane. We walked on in unison and chatted like peers — until I veered toward baggage claim. “You checked your bag?!” He asked loudly. Before I could answer, he lifted his bag, said the flight attendants...Read More
When you’re counting on making big gains at your annual conference, the first thing you have to do is bring the crowd. For call center and software solutions provider Interactive Intelligence, their annual conference is where customers, partners, resellers and consultants all come together to strengthen relationships and learn what’s new with the business. But after realizing they were falling...Read More
There’s been a common theme coming from sales leaders in recent weeks, and it has to do with what happens after their sales kickoff meetings. It goes something like this: Our sales kickoffs are always great, and our team leaves motivated to execute on the year’s initiatives. But when they get back to their desks...Read More
Every team (no matter how successful) has something they can improve upon. Identifying your weaknesses is important in order to efficiently manage and improve your performance. In working and talking with countless marketing and sales leaders, we’ve discovered some of the most common challenges they face. We’ve complied them in this chart below for your reference....Read More
Ask a salesperson what their goals are and you’ll likely hear about their quarterly or yearly quota. Ask a top salesperson? They might mention their quota, but that’s just where it begins. In the popular sales book, The Psychology of Selling, author Brian Tracy describes top salespeople as “intensively goal oriented,” and that they “know...Read More
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