More than 70 percent of leading companies say sales coaching is the most important role of a front-line sales manager. But less than 20 percent of the average sales leader’s time is spent on proactive sales coaching. This doesn’t make sense. Especially when research shows that sales coaching is the best productivity investment to improve...Read More
Congratulations, sales management! You made it through 2016. Hopefully you got some much-needed and well-deserved rest during the holidays. But now is the time to take advantage of your refreshed state. Here are nine useful guides for sales management to read before next year. 9 sales management reads 1. Set your sales metric goals for next year...Read More
The activity-based selling movement draws a lot of attention to sales activities. Modern sales leaders determine sales strategies, metrics and even coaching based on their team’s key selling behaviors. But a sales strategy that focuses so heavily on activities begs the question: Should sales reps be compensated for sales activities? The idea likely seems comical...Read More
Sales incentives can be tricky business. You want to reward your sales reps for their tremendous work, but you also don’t want to ruin your CFO’s day by going over budget. The good news is that studies show recognizing someone’s accomplishments is a better motivator than a reward with high monetary value. So your sales...Read More
306 sales management metrics. That’s the number of data points “Cracking the Sales Management Code” authors Jason Jordan and Michelle Vazzana studied when they partnered with the Sales Education Foundation to survey its corporate constituents. The researchers asked sales leaders to provide the most important key performance indicators they used to drive performance in their...Read More
Your top performers aren’t successful because they have a magic closing technique or some special relationships. They aren’t privy to a secret sales strategy that eludes the rest of your team. And they may not even work that many more hours than their peers. What your top reps do is perform the right selling activities...Read More
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