Picture this: You’re sifting through a pile of emails you received in the last hour, just trying to stay on top of it all. You come across an email with this subject line (and your name is Kim): Do you click? Of course you do! We love video. It’s impossible to resist. When you open...Read More
Sales leaders are some of the grittiest people you’ll ever meet. Many – if not most – are former salespeople who performed well and received a promotion. They’re talented sellers. The typical pressures of a sales organization (frequent rejection and pressure to hit quota) are familiar to them. But sales leadership is a whole...Read More
Almost three-quarters of leading companies cite sales coaching as the most important role of frontline sales managers. However, less than 20 percent of the average sales leader’s time is spent on proactive coaching. Like selling, proactive coaching requires rigor and discipline to execute the day-to-day activities needed for success. Many don’t execute coaching sessions regularly...Read More
Sales incentives are a great way to increase sales activities on your team. With a small contest or spiff, you can quickly rally your team and drive focus, energy and excitement around key initiatives. But too often, sales management assumes that the best sales incentives are the most expensive. That’s not quite the case. In...Read More
The term “sales coaching” has been thrown around a lot over the last couple of years with fluffy descriptions, opinionated articles, unclear explanations of what it entails and very little discussion of the ROI potential. We’re here to clear things up. Let’s break down why sales coaching matters, how it looks and what you can...Read More
High-performing sales teams use nearly three times more sales software than underperforming teams. But that doesn’t mean purchasing sales tools, alone, will increase performance. In fact, a common error of sales management is botching the implementation and rollout of the sales software they purchase. Not only does this increase the amount of time it takes...Read More
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