Tag: Activity Based Selling

by James Gardikas May 17, 2018

The Immediate Benefits of Implementing a Sales Management System

Geopointe implemented LevelEleven this past winter and increased their calls per month by 25 percent and brought in 73 more live connects per month.

by James Gardikas March 1, 2018

Red to Green: How to Raise your LevelEleven Sales Score

Even the best sales professionals go through rough patches, or in the case of LevelEleven, red patches. It’s part of the job, and there’s no shame in hitting a bump in the road. Sometimes, you just need to reevaluate and refocus. If you’ve recently fallen into the red on your LevelEleven Scorecard, here are a series

by David Leinweber September 15, 2017

3 Reasons You Need a Sales Scorecard

Tracking sales activities in a spreadsheet has become commonplace. Often referred to as a sales scorecard, this tool allows sales leaders to better manage the cascading chain of controllable activities that lead to sales. This is the first step towards a modern sales management system. As “Cracking the Sales Management Code” authors Jason Jordan and

by Julie Dunn March 13, 2017

Sales management: Are your reps slipping on fundamentals?

Reps are busy. They often get lost in the day-to-day noise of responding to customer support issues, answering emails and completing administrative tasks. By not focusing on the specific tasks that lead to winning deals, reps put their individual and team quota at risk. Sales management, help reps prioritize the activities that lead to sales.

by Julie Dunn December 20, 2016

Should salespeople be compensated on sales activities?

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

by Julie Dunn December 9, 2016

8 experiences only modern sales leaders will understand

Modern sales leaders, we know you have a tough job. Can you think of any other profession with an average tenure of less than two years? This is especially true at the end of the year, when so much is on the line. Your CEO wants good revenue numbers. Your reps want time off with