Can sales performance really be managed? According to research: Yes, to a certain degree. “Managing performance” means the performance of sales reps can be directly influenced by doing something differently or asking reps to do something differently. You can’t manage sales objectives like deal size or quota attainment. But you can manage sales activities like...Read More
Implementing Salesforce is a big deal. A really big deal. There’s a lot of time, energy and effort involved for everyone on your team – not to mention that CRM is a serious investment. To get the most ROI, you should know what you want to get out of Salesforce, as well as how you’re...Read More
Don’t we all wish we had an entire sales team of top performers and seasoned veterans who hit their quota every quarter? I know you’re silently agreeing with me. But we know that really isn’t possible and that your sales team is likely comprised of 20 percent top performers, 60 percent middle performers and 20...Read More
Like adoption with all CRM systems, getting your team to fully adopt Salesforce can be challenging. For some companies, reps are logging data, but not daily activities; for others, the data that’s being entered into the system is a mess; and some sales leaders struggle with reps not even logging into Salesforce at all. There...Read More
This piece is part of our series on sales development, by sales development reps. I read a quote yesterday that deeply resonated with me and incited a relatable emotion. It took me back to the impact that sports have had on my career and personal life over the past 26 years. Ultimately, it led to...Read More
This is the second of a two-part series covering the most useful Salesforce reports for leaders based on the type of sales team. Click here to read part one. As a modern sales leader, you are often inundated by data. You know the information you have in Salesforce is important, but you’re not sure where...Read More
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