Hooray! You’ve hired a sales rep. The next step is vital to ensuring future success for your new team member: effective onboarding. According to The Bridge Group, more than 1 out of every 10 sales organizations has a turnover rate of 55% each year. Onboarding can be a major determinant of future achievement for sales...Read More
You’ve made it into the ranks of sales manager. Congrats! Now for the fun part. Whether you’re transitioning from a different company or different role, it’s crucial that you adopt your new position with care. Sounds obvious, right? Still worth saying. After all, a staggering 82 percent of sales managers are ineffective at their roles....Read More
The one-on-one between the sales manager and the salesperson seems to either be a sacred, hyper-helpful experience, or a total waste of time for both. I firmly believe this is a vital part of being a great sales manager, and to running the modern sales organization, but far too many people just don’t do it...Read More
While I don’t have a full head of gray hairs, I do have a handful in the temple region. I’ve spent 20-years in sales and sales management, so have some personal experience with the before and after of the massive transformation that is happening in sales. There are three main components to this transformation –...Read More
Scaling your sales team comes with its own set of challenges. At today’s Sales Hacker 2015, four experts discussed overcoming them. We’ve got the highlights, in case you missed it. The Panelists: Shep Maher, Senior Vice President of Sales, Guidespark Emmanuelle Skala, Vice President of Sales at Influitive Mandy Cole, Vice President at Zenefits Saad Shazad,...Read More
It used to be that the only metric salespeople were managed around was how much business was closed, and the data was pulled at the end of the month to know how a salesperson was performing. And while closed business will remain the most important end result for all salespeople, more and more companies are...Read More
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