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...Read More
Around this time of year, all of us in sales management tend to get a little stressed. Our pipelines are full. Our sales reps are on their game. If all goes well, we shouldn’t have a problem hitting quota … But suddenly, our biggest opportunity calls to say they might have to wait until 2017....Read More
Sales leaders spend less than one-fifth of their time on sales coaching, according to research from CSO Insights and the AA-ISP. That seems odd. One of the primary responsibilities of a sales leader is to empower their reps for success. As Jason Jordan explains in “Cracking the Sales Management Code,” sales leaders are like war...Read More
Many modern sales leaders already understand the importance of managing sales activities. SalesLoft VP of Sales Derek Grant is one of them. As Derek told a panel at Dreamforce, his team tracks their total sales activities, calls, conversations and meetings scheduled. The leadership team reviews those numbers on a weekly basis. If sellers don’t complete...Read More
Is any part of a sales leader’s job more scrutinized than the sales forecast? Hard to say. But as you put together your sales goals for 2017, I want to propose a radical shift in the way you manage performance: an activity-based forecast. This forecast comes from the activity-based selling methodology, where you guide day-to-day...Read More
According to Pipedrive Co-Founder and CEO Timo Rein, there are key activities that you always perform to get to a sale. Activity-based selling merely makes a process out of them. Timo recently shared how to break down and measure that process in a webinar with Sales Hacker founder Max Altschuler: “You can calculate the metrics...Read More
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