I’m going to start with a very bold statement: The success or failure of your digital sales training program — especially if you want it to scale — is predicated on buy-in from your senior leadership. All the other elements within the ecosystem of digital sales training are smaller in value to this one, very...Read More
Sales forecasts are important. There’s no question about that. A forecast not only helps set expectations for your finance team and overall company, but for some of you, those numbers also go to a board of directors, or even Wall Street. Research from Vantage Point Performance found that on average, managers spend 10-15 hours a...Read More
Research from Harvard University found that students who set specific goals increased their academic achievement by 30 percent. But can goal setting will have the same effect on the individuals in your sales team? Absolutely. As a successful sales manager, the key to achieving sales goals is to commit regular segments of time to set...Read More
Sales managers don’t actually manage “sales.” They manage a team of people who perform day-to-day activities that lead to sales. And research has found that the only way for a sales leader to affect sales performance is to coach and motivate those behaviors within their team members. But you can’t manage what you don’t measure,...Read More
From precision performance to detailed reporting, baseball and sales have a few things in common. And with the rise of “Moneyball”-style management, baseball has become more metrics-driven than ever. Today is Opening Day for the Tigers here in our hometown of Detroit. To celebrate, we’re looking at professional baseball for insights on modern sales...Read More
On average, 84 percent of sales training content is lost after 90 days. Seems crazy, right? The thousands of dollars we invest in developing the skills of our sales team essentially go to waste. Unless, that is, the training gets reinforced on a regular basis with formal sales coaching. I’m not talking about chatting with...Read More
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