Let’s start this out with a shout-out to our account management and customer success teams: According to Bian & Company, increasing customer retention rates by just 5% can increase profits anywhere from 25% to 95%. That’s a big increase! Because we know that customer success directly impacts revenue, we’re going to focus today’s performance tips...Read More
Let’s face it: There’s a lot to know about a CRM platform like Salesforce. And that’s not a bad thing at all. It just means that with such a powerful platform comes a bit of a learning curve. Thankfully, Salesforce offers several downloadable guides to help modern sales leaders get the most out of the...Read More
Hiring a new sales rep is already a time-consuming process. But hiring a newbie who’s never sold before? That’s an even bigger task. A sales rep has to master many skills to deliver high performance, and that makes it hard to figure out the best place to begin. Do you start with prospecting? Discovery meetings?...Read More
Have you ever looked around your sales floor and thought, “I know my reps are busy…but are they actually busy on activities that will move the needle?” You’re not alone. Modern sales leaders crave an understanding of the activities reps are spending their time on, which is a big reason why 75% of sales leaders...Read More
Sales KPIs are not just for inside sales teams. That’s because, as Activity Based Selling tells us, winning a sale is the outcome of a cascading chain of controllable activities. Whether your sales cycle is long or short, simple or complex, small business or enterprise: there’s still a set of specific activities that have to...Read More
With the rise of Activity Based Selling, the use of key performance indicators (KPIs) as operating metrics has become more important than ever. Sales KPIs are the leading indicators of your operating metrics. When tracked in real time, they help you stay on pace to your larger sales performance goals. Of course, first you must...Read More
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