Customers are like compounding interest: The more you have, the more referrals you get, the more renewals you get and so on. In essence, customers are your biggest source of recurring revenue. Gartner Group tells us that 80% of your company’s future revenue will come from 20% of your existing customers. You’ve probably heard that...Read More
Simply having key performance indicators (KPIs) is not going to increase sales performance. It’s important that you define, track and display those sales KPIs, in addition to creating a culture that’s driven and motivated by them. Hubspot director of business development Justin Hiatt recently spoke with us during a webinar and explained how he mastered...Read More
We love talking about sales performance. So when we received an interesting question during a recent webinar about building a high- performance sales team, we couldn’t resist bringing it up in conversations that followed. Here’s the question: “When you are an inbound service center and then expected to sell solutions — what do you think...Read More
The world of sales has changed. In fact, it’s still changing. The classic model of sales managers harping on sales reps to always be closing is seriously out-of-date, and the olden days of salespeople always saying they’re busy but not getting much done should be a thing of the past. The modern sales manager is...Read More
Recently, our chief operating officer reminded us of an old finance adage: “If you build it right, it will run forever.” But with the rapid pace that sales technology evolves, this phrase doesn’t hold true for your sales stack. Modern sales leaders have to constantly re-evaluate the technologies in their sales stack. Here’s how:...Read More
Definitions for sales performance management run the gamut. So we asked Steve Richard, CRO at ExecVision and the founder of Vorsight. He explained that the effective model of management for sales leaders is training, coaching, inspection and celebration. Here’s a breakdown: Training: Teaching someone skills Sales Coaching: Helping them achieve mastery in that skill they’ve...Read More
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