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Advice for Sales Managers
Effective Sales Coaching It’s a widespread challenge among managers and team leaders: you need your employees to be as effective as possible. It’s essential that as a manager, you can trust their performance and have confidence in their abilities. When that becomes a problem, oftentimes the result is employee turnover. But here are some scary...
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Sales contests aren’t new but they’re not going away anytime soon. In fact, competitions are becoming increasingly ingrained in a successful sales culture. Not only do they help motivate your team, they can do a lot of good for your organization beyond the competition itself, for a variety of reasons. Looking to kick off a...
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Let’s be honest here: Sales dashboards don’t affect sales performance in a meaningful way. They do visualize important data. You show them to C-level executives, investors and board members. They provide a high-level view of how your organization is performing. But you can’t use that data alone to manage sales reps. Sales dashboards tell you...
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Sales incentives can be tricky business. You want to reward your sales reps for their tremendous work, but you also don’t want to ruin your CFO’s day by going over budget. The good news is that studies show recognizing someone’s accomplishments is a better motivator than a reward with high monetary value. So your sales...
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If you ask sales managers their thoughts on the purpose of coaching, many will say they use it to correct negative behaviors via real-time feedback. This results in the following type of situation: A sales rep just finished a rather tough call. As soon as he hangs up, his manager comes up to his desk...
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According to a 2018 report by InsideSales, sales development representatives (SDRs) ramp time has increased by 5.8% from 2017…   going from an average of 4 months to 4.2 months. Inbound reps have an even harder time, with an average ramp time of 5 months. Although this difference isn’t shocking, it’s a trend that teams...
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