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Advice for Sales Managers
psychology principles,
•February 17, 2016

6 Psychology Principles for Better Sales Coaching

Picture this: You watch a sales rep swing and miss with prospects all week. You’re a modern sales leader, so you look at their metrics, take plenty of notes and come up with helpful exercises to help them improve. You sit down for an hour-long one-on-one coaching session where you share the tips and exercises...
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Valentine,
•February 12, 2016

14 Bargain Sales Incentives Ideas for Valentine’s Day

Many of you rely on sales contests. Healthy competition — along with the recognition and coaching that come with it — can definitely change behavior on its own. But adding a little extra incentive on top of sales contests (i.e., prizes) keeps things fresh and can even boost motivation. When it comes to choosing that...
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common sales kpis,
•February 11, 2016

The 5 Most Common Sales KPIs

Have you ever wondered if you actually measure the right key performance indicators (sales KPIs) for your team? As sales leaders, we want to manage our teams around the activities that ultimately lead to sales. The magic metrics. In “The Sales KPI Report,” we analyzed 1,500 sales activities used by more than 100 sales teams...
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new sales leader,
•February 10, 2016

3 (Big) Ways a New Sales Leader Can Rapidly Add Value

As a new sales leader, time is your enemy. There’s a lot of pressure to close more business as fast as possible, and you don’t have a lot of time to get the job done right. So it’s important to not waste your time on things that don’t matter. But you know all this. So...
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Modern Sales Leadership,
•February 9, 2016

3 Simple Steps to Modern Sales Leadership [Infographic]

Get this: Only 33 percent of sales professionals attain individual quota, and 23 percent of companies surveyed don’t even know if their sales force achieves quota or not. Crazy, right? The world of modern sales has a lot of changing parts. While you can’t control what happens with the modern buyer and seller, it’s your...
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Sales Development Reps,
•February 8, 2016

How Sales Development Reps Can Master Personalized Outreach

This piece is part of our series on sales development, by sales development reps. You identify the perfect prospect to go after in an optimal account for your company. You manage to obtain their direct phone number to reach them. You excitedly dial. Disappointment sinks in when you hear the all-too-familiar automated attendant say that...
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