Management is time-consuming and difficult, but it can also be greatly rewarding to play a role in the professional development of your team. Not only do managers have a lot on their plate, but the effectiveness of the people they manage is often a direct reflection on their performance. With so much responsibility as a...Read More
According to a survey conducted by CSO Insights, 80% of employees are not actively engaged at work. Shocking? Maybe. True? Definitely. In fact, the same study found that organizations, where more than half of reps report feeling engaged, are nearly twice as likely to meet their quotas. In fact, the difference in quota achievement...Read More
In life, when other people talk too much, we notice right away. When we talk too much, it’s everyone else that notices. Let’s be honest, salespeople love to talk to people. Although this isn’t always a bad thing (you’re probably viewed as friendly, relatable, and honest) it can quickly alienate a prospect. The issue is...Read More
As a Dreamforce newbie, I’ve heard a lot of positive things about this amazing conference and couldn’t be more excited to attend! With that being said, I also know that Dreamforce is a beast and being prepared is crucial to making the most of the experience. So, I went looking for tips from Dreamforce veterans...Read More
Sales Management is Not Easy Anytime someone is new to sales management, there is an adjustment period to figure out how to be effective. When that transition is from being a direct seller to a manager, that adjustment can be even more jarring. We all know the typical story with sales managers – they were...Read More
This is the first in a two-part series about bringing your sales coaching into the twenty-first century. Check back later for part two. This might shock you: According to research from Aberdeen Group, many sales managers still coach around old-school frameworks of emotion and gut instinct. Or it might not. In fact, you might be...Read More
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