If you ask sales managers their thoughts on the purpose of coaching, many will say they use it to correct negative behaviors via real-time feedback. This results in the following type of situation: A sales rep just finished a rather tough call. As soon as he hangs up, his manager comes up to his desk...Read More
No matter how large or small your team is, every organization can benefit from automating their sales process. In fact, if your organization has any plans to expand and more effectively compete in your industry, automation should be a critical element of your plan. Companies using sales or marketing automation can expect a 53% higher...Read More
Employee recognition has been a hot topic, creating a buzz in all industries. A report released by the human resources association WorldatWork stated that in 2017, 85% of companies surveyed have employee recognition programs in place. But are all recognition programs created equal? Let’s explore the differences between public and private recognition, why you should...Read More
Are you micromanaging your team? Although you may feel like you’re doing what’s best for everyone by monitoring all aspects of your department, that’s far from the truth. Micromanaging can lead to low employee engagement, higher stress levels, increased employee turnover, and a sense of dread in the office. So how do you tell if...Read More
Efficiency [ih-fish–uh n-see] noun; the state or quality of being efficient, or able to accomplish something with the least waste of time. We’ve all heard the statistic: salespeople only spend ⅓ of their time actually selling. This can easily be blamed on the salespeople themselves but taking a step back, it’s easier to tell what...Read More
Sales management is a journey. In this journey, there are five main steps. These steps do not have to occur in order and leveling up to the next stage doesn’t mean forgetting the one that came before it. This framework is not set in stone; sales leaders should simply use the framework as a guide...Read More
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