Anyone in a frontline sales management role is more than likely a former salesperson who was very successful. It’s a natural progression. But if this is that person’s first management role, they’ll need to learn how to lead people. Without leadership training, that person may revert to the old school style of sales management, where […]
Today, Salesforce unveiled an exciting announcement for sales team management tools: a new AppExchange Partner Program. The program is a “reimagination of the AppExchange” aimed at helping Salesforce partners build faster, smarter and more powerful apps. A press release from Salesforce listed top ISV partners who are championing the new program, including LevelEleven, MapAnything and […]
Poor sales management can cost your company millions. That’s why it’s imperative to identify bad sales managers and course-correct their behavior. But what exactly makes a “bad” sales manager? The obvious answer is to look at quota achievement. However, research shows the average sales manager’s team hits 99 percent of their target, but only has […]
I’m going to start with a very bold statement: The success or failure of your digital sales training program — especially if you want it to scale — is predicated on buy-in from your senior leadership. All the other elements within the ecosystem of digital sales training are smaller in value to this one, very […]
Sales forecasts are important. There’s no question about that. A forecast not only helps set expectations for your finance team and overall company, but for some of you, those numbers also go to a board of directors, or even Wall Street. Research from Vantage Point Performance found that on average, managers spend 10-15 hours a […]
Research from Harvard University found that students who set specific goals increased their academic achievement by 30 percent. But can goal setting will have the same effect on the individuals in your sales team? Absolutely. As a successful sales manager, the key to achieving sales goals is to commit regular segments of time to set […]