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How-To
A sales scorecard is not the same as a CRM report. CRM reports show lagging metrics: revenue and other outcomes of your daily efforts. A sales scorecard tracks activities as they’re occurring, giving you real-time visibility into your team’s activity. These activities represent the controllable inputs that drive outputs like revenue. Research shows that goal-setting...
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Learning And Introspection Are Your Keys To Success In Sales The sales process is often unpredictable and different for every deal. In B2B sales especially, there are a lot of moving parts and people involved that can easily throw things off course. Because of this, it’s easy to get stuck in a ‘reactive’ mode rather...
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How To Communicate Sales Contests Effectively Every good salesperson knows the importance of communication when it comes to making a sale. But how about the importance of internal communication? Effective communication with your team is critical to success – both your own, and theirs. A recent article from the LinkedIn Sales Blog reminds us that...
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Why you should care if an app is native to Salesforce SaaS companies often talk about their products or solutions being “Salesforce native,” but do you know exactly what that means? If a solution is truly native, it means that it is built on Salesforce’s own platform. The data and data processing occurs right within...
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Effective Sales Coaching It’s a widespread challenge among managers and team leaders: you need your employees to be as effective as possible. It’s essential that as a manager, you can trust their performance and have confidence in their abilities. When that becomes a problem, oftentimes the result is employee turnover. But here are some scary...
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Did you know that according to a survey by the American Society for Training and Development, 75% of executives say that mentoring has been critical to their career development? Mentoring isn’t only good for personal benefit, it can also help coworkers and your organization as a whole. Mentoring is different than managing or coaching. It...
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