Maximizing the bottom-line of a business starts, in large part, by having great sales performance. Easier said than done, of course. But achieving better top-line growth has become harder than ever due to the increasing complexity of the selling process and changing preferences of consumers. Fortunately, that doesn’t mean that you can’t improve your sales...Read More
Coaching must occur at all organizational levels, including sales management. As the head of sales, one of your primary jobs is to remove obstacles and alleviate pain points for the frontline sales managers on your team. Empowering them creates buy-in and lets them know that you care about their success. Communicate to your managers that...Read More
Sales management: Do you have a process for ensuring your reps stick to sales fundamentals? Fundamentals form the cascading chain of activities that lead to sales, like making phone calls, qualifying prospects, asking discovery questions and communicating a value proposition. Without them, there would be no sales process. No one will argue that sales activities...Read More
This is the first in a new series of product-focused blogs to help our customers achieve even greater ROI with LevelEleven. To view other stories in the series, click here. When implemented properly, sales metrics help salespeople get and stay focused on the critical few behaviors fundamental to closing business. But too many sales metrics...Read More
When I asked Dave Mattson to share the most significant lesson he learned from managing sales reps, his answer was not what I expected: the importance of setting clear expectations and tying them to personal goals. “Matching personal goals to corporate goals allowed me to make sure that my people were successful,” Mattson explained. He’s...Read More
Sales management involves a lot of coaching. A whole lot. But sales coaching has tendency to focus on pure selling skills or pipeline review. While those are topics that coaching should absolutely cover, they can’t be the only ones. One area in particular that tends to get passed over is soft skills like communication, teamwork,...Read More
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