When building out a sales strategy, many companies make the mistake of separating their human and online selling processes. “Online selling is sometimes seen as a technical process that doesn’t require human intervention,” GetApp sales management researcher Karen McCandless told us. But that’s simply not the case. Sales organizations must better connect with customers via...Read More
Too much data can turn sales management into micromanagement. It’s a slippery slope. Ubiquitous sales technology allows sales leaders to track practically every part of their sales organization, so they try to. You probably know people who do this. You might be one of them. But micromanagement can have dangerous effects on your company: employee...Read More
How many salespeople do you actually need? Leaders in sales management grapple with this question often. Salespeople can be expensive, and the number you really need depends entirely on your company sales targets, style of sales team and individual quotas. The short answer is that each individual salesperson’s quota should add up to more than...Read More
After more than a decade in sales management, Heather Monahan says her biggest fear is losing her best reps. We can’t blame her. Research from The Bridge Group found that the average rep turnover rate is 34 percent. What’s even more worrisome is that one in ten companies experience turnover rates of over 50 percent....Read More
Sales team motivation is no longer just carrots and sticks. In fact, research from Daniel Pink has found that when it comes to complex and creative tasks like selling, extrinsic motivators (punishments and rewards) aren’t as effective as intrinsic motivators. Daniel outlines his research in a TED Talk: Extrinsic motivators work for routine, algorithmic tasks....Read More
In account-based sales development (ABSD), growing and managing your team is just as important to success as figuring out your sales strategy, itself. Sales development reps are at the front lines of your account-based everything approach. You not only need to hire the right people, but you’ve got to onboard, train and coach them to...Read More
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