The modern sales game has changed, and so have its players. In other words, the buyer, the salesperson and the sales manager look very different than they did a few years ago. Modern sales leaders don’t take after Glengarry Glen Ross anymore, and modern sales reps no longer resemble the suspicious used car salesman. What’s...Read More
Of all the activities one could do to ensure the success of a sales organization, identifying, tracking and understanding how reps are performing is paramount. Although analytics and reporting is progressively becoming a central part of sales, increased access to data and sales metrics doesn’t always result in an increase in sales performance. It’s common for sales...Read More
In our connected day and age, it’s common to have remote sales staff. But this can create a challenge when you’re focused on motivating the team members you don’t see in person everyday. One key to keeping remote reps engaged? Unique sales incentives. No, we’re not talking about the lofty types, like President’s Club. Plenty...Read More
The age-old question: What motivates people? In this post, I’ll examine what motivates your sales team and how to design compensation, recognition, contests and social pressure to work in your favor. I’ll lean on experience from running NetTel, a lead generation and appointment setting firm I founded back in ‘08. During that time, I tried...Read More
As an inbound sales development rep (SDR), it’s very easy to be a little bit reactive. Every day, leads come in through marketing efforts, downloadable content, demo requests and more. While successful account executives have the mindset of going after new business, this might not come as naturally to SDRs. But it’s your job as...Read More
Leadership means showing the way. That’s what someone recently reminded us on Twitter as a response to the fact that 44 percent of executives think their teams are ineffective at managing a sales process. @leveleleven @bobmarsh5 yet the responsibility is theirs. Leadership means showing the way. — George Seybold (@GeorgeSeybold) January 3, 2016 We thought...Read More
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