Your Salesforce default display should be like your office desk: designed to achieve maximum sales productivity. For a lot of sales teams, however, configuring Salesforce tabs seems like just another administrative task that takes them away from selling. Many reps never bother. But Salesforce tabs not only help reps focus on the most impactful tools...Read More
Jason Jordan knows that frontline sales managers have it hard. “I always joke around that I’m going to get some buttons made: ‘Hug a sales manager,’ ” he told an audience during his breakout session at INBOUND. While not a sales manager, himself, Jason has a lot of insights about sales management. He’s a partner...Read More
“It’s not just about reports and dashboards anymore,” Aragon Research CEO Jim Lundy told a crowd of sales leaders during a panel at Dreamforce. He’s right. The modern sales software stack is so much more than that. We have software for sales enablement, activity management, engagement and even “account-based everything.” But too much technology can...Read More
This is the second in a two-part series about bringing your sales coaching into the twenty-first century. Click here for part one. There’s a perception around old-school management that coaching takes salespeople away from selling (preventing maximum revenue generation). The problem is that research shows organizations with a formal sales coaching process driven by data...Read More
This is the first in a two-part series about bringing your sales coaching into the twenty-first century. Check back later for part two. This might shock you: According to research from Aberdeen Group, many sales managers still coach around old-school frameworks of emotion and gut instinct. Or it might not. In fact, you might be...Read More
Is any part of a sales leader’s job more scrutinized than the sales forecast? Hard to say. But as you put together your sales goals for 2017, I want to propose a radical shift in the way you manage performance: an activity-based forecast. This forecast comes from the activity-based selling methodology, where you guide day-to-day...Read More
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