Leading a field sales team comes with unique challenges. When your team is working from any number of different places, suddenly you’re not just managing sales performance strategy, but also time zone differences and communication logistics, all while trying to keep your team motivated, engaged and hitting their numbers. But if you excel in a...Read More
Hundreds of sales leaders kicked off 2015 at SalesLoft’s Rainmaker, an event marketed as the “first ever” sales development conference. A Forbes piece named sales development “the biggest trend in sales today” two weeks later. Then in February, Google search interest for “sales development representative” hit an all-time high. It’s pretty simple: If you’re one...Read More
As I walked off the flight from one of my first business trips, I found a sales leader I met getting on that plane. We walked on in unison and chatted like peers — until I veered toward baggage claim. “You checked your bag?!” He asked loudly. Before I could answer, he lifted his bag, said the flight attendants...Read More
There’s been a common theme coming from sales leaders in recent weeks, and it has to do with what happens after their sales kickoff meetings. It goes something like this: Our sales kickoffs are always great, and our team leaves motivated to execute on the year’s initiatives. But when they get back to their desks...Read More
Every team (no matter how successful) has something they can improve upon. Identifying your weaknesses is important in order to efficiently manage and improve your performance. In working and talking with countless marketing and sales leaders, we’ve discovered some of the most common challenges they face. We’ve complied them in this chart below for your reference....Read More
Ask a salesperson what their goals are and you’ll likely hear about their quarterly or yearly quota. Ask a top salesperson? They might mention their quota, but that’s just where it begins. In the popular sales book, The Psychology of Selling, author Brian Tracy describes top salespeople as “intensively goal oriented,” and that they “know...Read More
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