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Activity Based Selling
Q & A with Derek Wong, Geopointe Sales Development Supervisor Many modern sales teams are implementing a Sales Management System that integrates with their CRM in order to motivate, engage, and coach their teams around the behaviors that support their business goals. After implementing this type of solution, companies typically see a significant increase in...
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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...
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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...
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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...
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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...
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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...
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