A sales activity tracking spreadsheet is no ordinary template. Sometimes referred to as a sales scorecard, this tool allows sales leaders to better manage the cascading chain of controllable activities that lead to sales. As “Cracking the Sales Management Code” authors Jason Jordan and Michelle Vazzana explain, these metrics quantify and track the day-to-day “doings”...Read More
Coaching must occur at all organizational levels, including sales management. As the head of sales, one of your primary jobs is to remove obstacles and alleviate pain points for the frontline sales managers on your team. Empowering them creates buy-in and lets them know that you care about their success. Communicate to your managers that...Read More
Sales management: Do you have a process for ensuring your reps stick to sales fundamentals? Fundamentals form the cascading chain of activities that lead to sales, like making phone calls, qualifying prospects, asking discovery questions and communicating a value proposition. Without them, there would be no sales process. No one will argue that sales activities...Read More
Sales incentives don’t always cost a lot of money. And they shouldn’t have to. The value of sales incentives is that they recognize your team’s hard work, which is a powerful source of motivation. It’s simple: When reps feel like an important part of your team, they work harder. Because motivation is so important in...Read More
Hundreds of sales organizations are driving revenue with a growing category of software: sales activity management. With a sales activity management system, managers can spot the key activities needed to close business and set daily, weekly and monthly goals around them. They can then monitor and course-correct performance with real-time data, as well as keep...Read More
This is the first in a new series of product-focused blogs to help our customers achieve even greater ROI with LevelEleven. To view other stories in the series, click here. When implemented properly, sales metrics help salespeople get and stay focused on the critical few behaviors fundamental to closing business. But too many sales metrics...Read More
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