Hundreds of leaders in sales and sales management are headed to the 9th annual AA-ISP Leadership Summit in downtown Chicago this month. As usual, the AA-ISP has put together an impressive lineup of educational events, including 65 sales and leadership sessions, 48 tactical workshops and 4 pre-event certification workshops. There’s plenty to choose from, so...Read More
The modern buyer is more resourceful than ever. Internet research with tools like social media and software review websites can reveal enough information to make a buying decision without ever talking to a salesperson. Modern sales teams know this, which is why many have switched to a more consultative, solution-oriented sales approach. Their reps...Read More
For a sales manager transitioning from a non-leadership role, it’s easy to fall back on the sales activities you are used to. More than likely, you were hired or promoted because of your excellent sales performance. But that can be a problem. According to research from Vantage Point Performance, average sales leaders perform at 99...Read More
This is a new series of product-focused blogs to help our customers achieve even greater ROI with LevelEleven. To view other stories in the series, click here. Last week, we launched a powerful new feature within the LevelEleven Scorecard product: a sales KPI grid called Activity Overview. Like many of the capabilities within our system,...Read More
For sales management, the 2017 CSO Insights Sales Manager Enablement Report contains an alarming statistic: “Quota attainment has decreased from 63 percent in 2012 to 55.8 percent in 2016.” Yikes. This is just one of many statistics that led the study’s researchers to a provocative conclusion: “Sales enablement is a growing trend, but sales performance...Read More
Just weeks before the second annual Sales KPI report was published, CSO Insights released its first-ever sales management study. The main takeaway? Quota attainment has decreased since 2012, and the missing ingredient is the sales manager’s ability to manage the right activities and coach the related behaviors (leading indicators) that lead to the desired results...Read More
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