Modern sales leaders must engage in sales coaching on a daily basis. This doesn’t mean spending onerous amounts of hours reviewing every detail of each rep’s pipeline. It means seizing every sales coaching opportunity as it comes about. You see, sales coaching comes in all shapes and sizes. Coaching reps around key deals is important,...Read More
After more than a decade in sales management, Heather Monahan says her biggest fear is losing her best reps. We can’t blame her. Research from The Bridge Group found that the average rep turnover rate is 34 percent. What’s even more worrisome is that one in ten companies experience turnover rates of over 50 percent....Read More
Sales team motivation is no longer just carrots and sticks. In fact, research from Daniel Pink has found that when it comes to complex and creative tasks like selling, extrinsic motivators (punishments and rewards) aren’t as effective as intrinsic motivators. Daniel outlines his research in a TED Talk: Extrinsic motivators work for routine, algorithmic tasks....Read More
In account-based sales development (ABSD), growing and managing your team is just as important to success as figuring out your sales strategy, itself. Sales development reps are at the front lines of your account-based everything approach. You not only need to hire the right people, but you’ve got to onboard, train and coach them to...Read More
The sales technology landscape has exploded with new vendors and solutions over the past two decades. And more emerge every day. As sales and marketing professionals, we’re inundated with product pitches and complicated frameworks on trends and tools. Before sales engagement Not too long ago, IT departments would provide sales reps with a standard set...Read More
Too often, I hear frustrated leaders in sales management say things like this:“Why won’t salespeople prospect? All they ever do is complain that they don’t have enough leads.” Which brings up the bigger question: Whose job is it to generate leads? Some people believe generating qualified leads falls on the shoulders of the marketing department....Read More
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