Coaching must occur at all organizational levels, including sales management. As the head of sales, one of your primary jobs is to remove obstacles and alleviate pain points for the frontline sales managers on your team. Empowering them creates buy-in and lets them know that you care about their success. Communicate to your managers that […]
Sales management: Do you have a process for ensuring your reps stick to sales fundamentals? Fundamentals form the cascading chain of activities that lead to sales, like making phone calls, qualifying prospects, asking discovery questions and communicating a value proposition. Without them, there would be no sales process. No one will argue that sales activities […]
Sales incentives don’t always cost a lot of money. And they shouldn’t have to. The value of sales incentives is that they recognize your team’s hard work, which is a powerful source of motivation. It’s simple: When reps feel like an important part of your team, they work harder. Because motivation is so important in […]
Hundreds of sales organizations are driving revenue with a growing category of software: sales activity management. With a sales activity management system, managers can spot the key activities needed to close business and set daily, weekly and monthly goals around them. They can then monitor and course-correct performance with real-time data, as well as keep […]
