It’s almost that time of year again. No, we’re not talking about the holidays. It’s sales kickoff season — get pumped. You’ve had a great fiscal year, and you’re ready to get your sales reps fired up to do even better next year. Just don’t fall into the trap of being one of those teams...Read More
We love talking about sales performance. So when we received an interesting question during a recent webinar about building a high- performance sales team, we couldn’t resist bringing it up in conversations that followed. Here’s the question: “When you are an inbound service center and then expected to sell solutions — what do you think...Read More
Recently, our chief operating officer reminded us of an old finance adage: “If you build it right, it will run forever.” But with the rapid pace that sales technology evolves, this phrase doesn’t hold true for your sales stack. Modern sales leaders have to constantly re-evaluate the technologies in their sales stack. Here’s how:...Read More
Definitions for sales performance management run the gamut. So we asked Steve Richard, CRO at ExecVision and the founder of Vorsight. He explained that the effective model of management for sales leaders is training, coaching, inspection and celebration. Here’s a breakdown: Training: Teaching someone skills Sales Coaching: Helping them achieve mastery in that skill they’ve...Read More
For sales leaders in today’s ever-changing, tech-driven society, it’s more important than ever to put into practice traits of a modern sales leader. But first, what exactly is a modern sales leader – and why is it so important? The modern sales leader has an entirely different profile than the sales leader of the past....Read More
When you look at the transformation of the sales industry over the past decade, it’s clear that modern sales teams must implement a sales technology stack. We know that a CRM dashboard alone isn’t enough for a functional sales stack, and high-growth sales development teams have an average of 5 applications in their technology stack....Read More
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