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Advice for Sales Managers
Sales forecasts are important. There’s no question about that. A forecast not only helps set expectations for your finance team and overall company, but for some of you, those numbers also go to a board of directors, or even Wall Street. Research from Vantage Point Performance found that on average, managers spend 10-15 hours a...
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Research from Harvard University found that students who set specific goals increased their academic achievement by 30 percent. But can goal setting will have the same effect on the individuals in your sales team? Absolutely. As a successful sales manager, the key to achieving sales goals is to commit regular segments of time to set...
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Sales managers don’t actually manage “sales.” They manage a team of people who perform day-to-day activities that lead to sales. And research has found that the only way for a sales leader to affect sales performance is to coach and motivate those behaviors within their team members. But you can’t manage what you don’t measure,...
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From precision performance to detailed reporting, baseball and sales have a few things in common. And with the rise of “Moneyball”-style management, baseball has become more metrics-driven than ever.   Today is Opening Day for the Tigers here in our hometown of Detroit. To celebrate, we’re looking at professional baseball for insights on modern sales...
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According to SiriusDecisions, 74 percent of companies are spending more on sales enablement efforts than they did last year. But sales enablement teams are struggling to quantify the value of onboarding and training efforts, as well as identify what activities have the highest impact on rep productivity. Because the average annual turnover rate at 30...
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On average, 84 percent of sales training content is lost after 90 days. Seems crazy, right? The thousands of dollars we invest in developing the skills of our sales team essentially go to waste. Unless, that is, the training gets reinforced on a regular basis with formal sales coaching. I’m not talking about chatting with...
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