The independent salesperson is no longer the most powerful part of a sales organization. According to research from CEB, an individual employee’s impact on company-wide performance decreased from 78% to 51% from 2002 to 2012. On the other hand, network performance (how much people give to and take from their coworkers) increased from 22% to...Read More
Who needs a sales stack when you already have dashboards? You. You need a sales stack. Every sales leader must have a sales stack. High-performing sales teams use nearly three times more sales tech than underperforming teams. And on average, high-growth sales development teams have 5 applications in their technology stack. And CRM dashboards...Read More
If there’s one thing that all sales leaders can agree on, it’s that the industry has changed. Long gone are the days where buyers are beholden to salespeople for information. They do their own research and expect salespeople to help them learn. To keep up with changing buyer perceptions and trends, the modern sales leader...Read More
A a front-line sales manager, you have a critical role. A group of great salespeople will underperform if you aren’t a strong manager. That being said, when you become a sales leader, one of the most important things you need to understand is how to effectively manage your team. Many sales leaders embrace key performance...Read More
If you’re a modern sales team, you’re diverse. We know. Your salespeople are diverse in age, sex and ethnicity. But did you know that your choice to be diverse may actually impact your bottom line? In fact, researchers and businesses have learned that diversity has a tangible business impact. Here’s how: How Diversity Affects Sales...Read More
We all know how powerful metrics are within a sales organization for awareness, collaboration and performance. And the sales industry is full of a dizzying amount of studies and statistics on what works and what doesn’t. Today, we just want to keep it simple. Here are three fast stats that will help you motivate your...Read More
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