Stop managing your sales reps solely around revenue. It’s never going to work. Business results like revenue cannot be managed. They are out of our control. If we could manage revenue, then we’d all be hitting 100% percent of quota all the time. According to research, what is in your control are the inputs that...Read More
In the age of ubiquitous technology, no other productivity investment improves rep performance better than sales coaching. That’s according to research by the Sales Executive Council. And it makes sense. Vantage Point Performance Partner Jason Jordan explains that anything learned by salespeople during a day of offsite training sits in their head until needed. Coaching...Read More
This is the first in a four-part series about activity-based selling. Check back in a week to read part two. The old school sales manager is extinct. Or he will be soon. Why? Because that guy only managed his team around results – revenue, wins, deals closed, new logos, whichever term your sales team prefers....Read More
Good news, sales leaders! The percentage of women in sales has increased from 36 percent to 39 percent over the last ten years. Here’s the bad news: In the past decade, the number of women in sales has only risen 3 percent. “Especially in B2B sales, it’s a very male-focused world,” Score More Sales founder...Read More
Think of old-school sales leaders: People in suits shouting at the sales team, laser-focused only on what’s closing this month and racking up plenty of frequent flyer miles and steak dinners. (Are you picturing Alec Baldwin, yet?) That style of leadership revolves around one metric: results. Closed won, sales, MRR, new logo, revenue –...Read More
In your career, you will likely have to restructure a sales process. It’s not always a bad thing. Companies grow, products pivot and industries change. But laying out the sales strategy for your entire team is a big task. We’re here to help. Check out these steps to restructure your sales process using the fundamentals...Read More
This website uses cookies to improve your experience. We'll assume you're ok with this, but you can opt-out if you wish. Cookie settingsACCEPT
Manage consent
Privacy Overview
This website uses cookies to improve your experience while you navigate through the website. Out of these cookies, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. We also use third-party cookies that help us analyze and understand how you use this website. These cookies will be stored in your browser only with your consent. You also have the option to opt-out of these cookies. But opting out of some of these cookies may have an effect on your browsing experience.
Necessary cookies are absolutely essential for the website to function properly. This category only includes cookies that ensures basic functionalities and security features of the website. These cookies do not store any personal information.
Any cookies that may not be particularly necessary for the website to function and is used specifically to collect user personal data via analytics, ads, other embedded contents are termed as non-necessary cookies. It is mandatory to procure user consent prior to running these cookies on your website.
Recent Comments