This is a guest post by Aaron Ross, co-author of “Predictable Revenue: Turn Your Business into a Sales Machine with the $100 Million Best Practices of Salesforce.com”. You aren’t alone – just about every company struggles with adoption of their Sales Force Automation (“SFA”) system – even the SFA companies like Salesforce.com! WHY EVERYONE STRUGGLES...Read More
Most hiring best practice guides focus entirely on locating, interviewing and onboarding sales reps. Very few focus on onboarding an even more important role: sales management. Sales leaders have a notoriously high turnover rate, and employee turnover is very expensive. That’s why creating a comprehensive onboarding process for sales managers is critical. Of course, your...Read More
Your salespeople seem talented, but aren’t able to deliver good results. Why? Old school sales managers would be quick to point the blame at the reps, themselves. But sales team performance is a reflection of sales management, as a sales leader’s job is to coach and guide reps around the fundamental activities that lead...Read More
More than 70 percent of leading companies say sales coaching is the most important role of a front-line sales manager. But less than 20 percent of the average sales leader’s time is spent on proactive sales coaching. This doesn’t make sense. Especially when research shows that sales coaching is the best productivity investment to improve...Read More
Picture this: You watch a sales rep swing and miss with prospects all week. You’re a modern sales leader, so you look at their metrics, take plenty of notes and come up with helpful exercises to help them improve. You sit down for an hour-long one-on-one coaching session where you share the tips and exercises...Read More
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