We know that effective sales coaching increases rep performance. But sales coaching can only have that impact if it’s accompanied by three things: a manager who prioritizes sales coaching; a formal sales coaching process; and a team of coachable reps. As Harvard senior lecturer Mark Roberge told an audience during last year’s Sales Acceleration Summit,...Read More
A few months ago, we unveiled the second annual Sales KPI Report, featuring research of more than 3,000 sales metrics and 800 sales teams. The results were captivating. For example, we found that Progressing Opportunities — a KPI that didn’t appear in last year’s study — make it to the top KPI list for every...Read More
Anyone in a frontline sales management role is more than likely a former salesperson who was very successful. It’s a natural progression. But if this is that person’s first management role, they’ll need to learn how to lead people. Without leadership training, that person may revert to the old school style of sales management, where...Read More
Today, Salesforce unveiled an exciting announcement for sales team management tools: a new AppExchange Partner Program. The program is a “reimagination of the AppExchange” aimed at helping Salesforce partners build faster, smarter and more powerful apps. A press release from Salesforce listed top ISV partners who are championing the new program, including LevelEleven, MapAnything and...Read More
Poor sales management can cost your company millions. That’s why it’s imperative to identify bad sales managers and course-correct their behavior. But what exactly makes a “bad” sales manager? The obvious answer is to look at quota achievement. However, research shows the average sales manager’s team hits 99 percent of their target, but only has...Read More
I’m going to start with a very bold statement: The success or failure of your digital sales training program — especially if you want it to scale — is predicated on buy-in from your senior leadership. All the other elements within the ecosystem of digital sales training are smaller in value to this one, very...Read More
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