Every new sales leader understands this feeling: “When taking great leaps forward, life often turns to shit before it turns to Shinola.” That’s from Jen Sincero’s New York Times bestseller, “You are a Badass,” and it does a pretty good job of summarizing the chaos that follows big life changes. You got the job, but...Read More
The end of a quarter is a hard time to be a sales leader. You’re stressed about getting in those last vital deals for this quarter. Your CEO needs next quarter’s sales forecast. Your reps want to take off time for the holidays. And to top it all off, you need a new sales strategy to achieve...Read More
The sales stack marketplace is exploding. From 2000 to 2015, 244 inside sales technology companies were founded, and 2016 continues to be “the year of the sales stack.” As a sales leader, this means your inbox is restless and your voicemail remains perpetually full. Every day you hear about a new type of technology that...Read More
Let’s be honest here: Sales dashboards don’t affect sales performance in a meaningful way. They do visualize important data. You show them to C-level executives, investors and board members. They provide a high-level view of how your organization is performing. But you can’t use that data alone to manage sales reps. Sales dashboards tell you...Read More
Research shows that sales coaching with more data and less emotion is the most conducive to sales excellence. But many sales leaders still coach reps based on feelings and gut instinct. With a new year on the horizon, it’s time to build a better sales coaching strategy. These four steps explain how. 4 steps to...Read More
Around this time of year, all of us in sales management tend to get a little stressed. Our pipelines are full. Our sales reps are on their game. If all goes well, we shouldn’t have a problem hitting quota … But suddenly, our biggest opportunity calls to say they might have to wait until 2017....Read More
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