A sales activity plan is a crucial element of achieving sales goals. Without clear guidance on how to create, progress and close opportunities, your reps are left to take a trial-and-error approach to winning business – which is something none of us can afford. Just a few weeks ago, CSO Insights released the 2017 Sales...Read More
Sales management is a hard job. Anyone who has been a sales manager can attest to this. The average tenure is less than two years, and no other member of the leadership team fails as often as the sales manager. What’s more: Sales managers typically receive little training. Research from Vantage Point Performance and The...Read More
No one is born knowing the secrets of sales management. If you’re a rep who’s been promoted to a leadership position, a software directory can help you find the tools that your team needs. But leadership and communication are harder. In this article, we’ll offer you some effective strategies that you can use to start...Read More
In less than a month, almost 1,000 sales leaders will head to downtown Chicago for an exciting event: the 9th Annual AA-ISP Leadership Summit. Starting on April 18, this three-day event is sure to be action-packed. Not only does it feature over 65 sales and leadership sessions, but there are almost 50 tactical breakouts, four...Read More
A sales activity tracking spreadsheet is no ordinary template. Sometimes referred to as a sales scorecard, this tool allows sales leaders to better manage the cascading chain of controllable activities that lead to sales. As “Cracking the Sales Management Code” authors Jason Jordan and Michelle Vazzana explain, these metrics quantify and track the day-to-day “doings”...Read More
Coaching must occur at all organizational levels, including sales management. As the head of sales, one of your primary jobs is to remove obstacles and alleviate pain points for the frontline sales managers on your team. Empowering them creates buy-in and lets them know that you care about their success. Communicate to your managers that...Read More
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