Tag

Activity Based Selling
At a conference like Dreamforce, it’s an obvious question: How do I maximize my modern sales investments? Hundreds of new softwares and services wait for your potential investment, but how can you maximize what you already have? Several sales leaders gathered today in a Dreamforce breakout session to find out. Here’s who they heard from: Bob...
Read More
Sales activities are the only controllable metrics we have. Sure, we influence results metrics like revenue and market share by performing specific activities. But we cannot directly affect them. If sales leaders could control business results, then teams would hit quota every single quarter for the rest of time. That’s why there’s a major shift...
Read More
A sales scorecard is not the same as a CRM report. CRM reports show lagging metrics: revenue and other outcomes of your daily efforts. A sales scorecard tracks activities as they’re occurring. Activities are leading indicators – the controllable inputs that drive outputs like revenue. Research shows that people who set and regularly update goals...
Read More
This is the third in a four-part series about activity-based selling. Read part one, part two, and then check back in a week to read part four. Inevitably, there will be days when one sales rep performs too much of one activity and not enough of another – or even your entire team lets a...
Read More
This is the second in a four-part series about activity-based selling. Click here to read part one. Check back in a week to read part three. Metrics themselves don’t automatically drive revenue. When establishing your activity-based selling strategy, bring the metrics to life. Reps and sales managers need to understand that these metrics are a...
Read More
Stop managing your sales reps solely around revenue. It’s never going to work. Business results like revenue cannot be managed. They are out of our control. If we could manage revenue, then we’d all be hitting 100% percent of quota all the time. According to research, what is in your control are the inputs that...
Read More
1 2 3 4 5