This is the first in a four-part series about activity-based selling. Check back in a week to read part two. The old school sales manager is extinct. Or he will be soon. Why? Because that guy only managed his team around results – revenue, wins, deals closed, new logos, whichever term your sales team prefers....Read More
Think of old-school sales leaders: People in suits shouting at the sales team, laser-focused only on what’s closing this month and racking up plenty of frequent flyer miles and steak dinners. (Are you picturing Alec Baldwin, yet?) That style of leadership revolves around one metric: results. Closed won, sales, MRR, new logo, revenue –...Read More
In your career, you will likely have to restructure a sales process. It’s not always a bad thing. Companies grow, products pivot and industries change. But laying out the sales strategy for your entire team is a big task. We’re here to help. Check out these steps to restructure your sales process using the fundamentals...Read More
Can sales performance really be managed? According to research: Yes, to a certain degree. “Managing performance” means the performance of sales reps can be directly influenced by doing something differently or asking reps to do something differently. You can’t manage sales objectives like deal size or quota attainment. But you can manage sales activities like...Read More
Have you ever looked around your sales floor and thought, “I know my reps are busy…but are they actually busy on activities that will move the needle?” You’re not alone. Modern sales leaders crave an understanding of the activities reps are spending their time on, which is a big reason why 75% of sales leaders...Read More
About 15 years ago, LevelEleven founder & CEO Bob Marsh realized that his success as a sales rep had nothing to do with a magical closing technique or some special relationships that came to fruition. There was no secret weapon. Before this, he had been struggling in his role as a sales rep. But when...Read More
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