The term “sales coaching” has been thrown around a lot over the last couple of years with fluffy descriptions, opinionated articles, unclear explanations of what it entails and very little discussion of the ROI potential. We’re here to clear things up. Let’s break down why sales coaching matters, how it looks and what you can...Read More
High-performing sales teams use nearly three times more sales software than underperforming teams. But that doesn’t mean purchasing sales tools, alone, will increase performance. In fact, a common error of sales management is botching the implementation and rollout of the sales software they purchase. Not only does this increase the amount of time it takes...Read More
For a sales team that works well together, adding a new member can feel disruptive. What was once a productive, positive team can transform overnight into a group of quietly defensive cynics who seem collectively suspicious of the “new guy.” Does this sound dramatic? Maybe a bit. Think of it this way: Remember that feeling...Read More
Hiring more salespeople is not the only way to increase sales activities. It’s true. But it may not be what you think. Plenty sales software helps teams perform specific behaviors more efficiently, resulting in pockets of increased productivity. We’re talking about a tool that reinforces the fundamental sales activities that lead to closing business. Hundreds...Read More
Do you only administer sales coaching on an ad hoc basis, when you overhear a poor discovery call or watch a rep struggle with a deal? If so, you have a problem. The most effective sales coaching is proactive, consistent and data-driven. Let’s be clear: When a rep struggles or requests help, impromptu coaching sessions...Read More
Should sales management care what happens in their customer service teams? Absolutely. Research shows that high-performing sales and service teams are more integrated than ever. Earlier this week, Salesforce released new data on modern customer service. The second annual State of Service report surveyed more than 2,600 customer service professionals and contains valuable insights for...Read More
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