For a sales manager transitioning from a non-leadership role, it’s easy to fall back on the sales activities you are used to. More than likely, you were hired or promoted because of your excellent sales performance. But that can be a problem. According to research from Vantage Point Performance, average sales leaders perform at 99 […]
This is a new series of product-focused blogs to help our customers achieve even greater ROI with LevelEleven. To view other stories in the series, click here. Last week, we launched a powerful new feature within the LevelEleven Scorecard product: a sales KPI grid called Activity Overview. Like many of the capabilities within our system, […]
For sales management, the 2017 CSO Insights Sales Manager Enablement Report contains an alarming statistic: “Quota attainment has decreased from 63 percent in 2012 to 55.8 percent in 2016.” Yikes. This is just one of many statistics that led the study’s researchers to a provocative conclusion: “Sales enablement is a growing trend, but sales performance […]
Just weeks before the second annual Sales KPI report was published, CSO Insights released its first-ever sales management study. The main takeaway? Quota attainment has decreased since 2012, and the missing ingredient is the sales manager’s ability to manage the right activities and coach the related behaviors (leading indicators) that lead to the desired results […]
A sales activity plan is a crucial element of achieving sales goals. Without clear guidance on how to create, progress and close opportunities, your reps are left to take a trial-and-error approach to winning business – which is something none of us can afford. Just a few weeks ago, CSO Insights released the 2017 Sales […]
