We love talking about sales performance. So when we received an interesting question during a recent webinar about building a high- performance sales team, we couldn’t resist bringing it up in conversations that followed. Here’s the question: “When you are an inbound service center and then expected to sell solutions — what do you think...Read More
The world of sales has changed. In fact, it’s still changing. The classic model of sales managers harping on sales reps to always be closing is seriously out-of-date, and the olden days of salespeople always saying they’re busy but not getting much done should be a thing of the past. The modern sales manager is...Read More
Recently, our chief operating officer reminded us of an old finance adage: “If you build it right, it will run forever.” But with the rapid pace that sales technology evolves, this phrase doesn’t hold true for your sales stack. Modern sales leaders have to constantly re-evaluate the technologies in their sales stack. Here’s how:...Read More
Definitions for sales performance management run the gamut. So we asked Steve Richard, CRO at ExecVision and the founder of Vorsight. He explained that the effective model of management for sales leaders is training, coaching, inspection and celebration. Here’s a breakdown: Training: Teaching someone skills Sales Coaching: Helping them achieve mastery in that skill they’ve...Read More
For sales leaders in today’s ever-changing, tech-driven society, it’s more important than ever to put into practice traits of a modern sales leader. But first, what exactly is a modern sales leader – and why is it so important? The modern sales leader has an entirely different profile than the sales leader of the past....Read More
There’s a lot of buzz about sales stacks. Sales leaders, publications and social media want to tell you about the new technologies you just have to have and how to get the most adoption from them. It’s hard to filter through the noise. We’ve already gone over the sales stack essentials, mistakes to avoid and...Read More
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