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
Your first enterprise customer is a big deal. Not only will you learn about the complexity involved in selling to a large enterprise, but it could create momentum that puts your company on a new trajectory. That’s no reason to shy away from the task ahead. Everybody is trying to sell into the large sizzly...Read More
Let’s be honest: A sales activity tracker sounds like micromanagement. Used a certain way, it can be. Tracking sales activities for the sake of monitoring every rep every moment of every day is definitely micromanagement. But sales activity management gives a new meaning to sales activity tracking. Instead of using it to control sales behaviors,...Read More
“It’s not just about reports and dashboards anymore,” Aragon Research CEO Jim Lundy told a crowd of sales leaders during a panel at Dreamforce. He’s right. The modern sales software stack is so much more than that. We have software for sales enablement, activity management, engagement and even “account-based everything.” But too much technology can...Read More
This is part of our series covering the best of Dreamforce 2016. Click here to read more. Jackson SVP of National Sales Development Doug Mantelli told a panel at Dreamforce that his sales organization used to have 35 key performance indicators. “We measured everything. We were data hogs.” Doug said. He explained that data was...Read More
Many modern sales leaders already understand the importance of managing sales activities. SalesLoft VP of Sales Derek Grant is one of them. As Derek told a panel at Dreamforce, his team tracks their total sales activities, calls, conversations and meetings scheduled. The leadership team reviews those numbers on a weekly basis. If sellers don’t complete...Read More
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