Around this time of year, all of us in sales management tend to get a little stressed. Our pipelines are full. Our sales reps are on their game. If all goes well, we shouldn’t have a problem hitting quota … But suddenly, our biggest opportunity calls to say they might have to wait until 2017....Read More
Jason Jordan knows that frontline sales managers have it hard. “I always joke around that I’m going to get some buttons made: ‘Hug a sales manager,’ ” he told an audience during his breakout session at INBOUND. While not a sales manager, himself, Jason has a lot of insights about sales management. He’s a partner...Read More
More than 14,000 people from 70 countries will be in Boston this week for HubSpot’s INBOUND conference. We’re pretty excited. The 4-day event always draws an eclectic speaker lineup. This year’s, alone, includes Alec Baldwin, Serena Williams and Gary Vaynerchuk. In addition, there are plenty of opportunities to network at happy hours, entertainment events and...Read More
Buzzwords are the worst. I promise that’s not what activity-based selling is about. It’s a modern sales methodology that solves an age-old issue: Salespeople aren’t always sure where to spend their time and often get lost in day-to-day noise instead of the activities that are truly meaningful to the sales process. Activity-based selling changed this....Read More
The world of modern sales moves quickly. We all know it. Strategies we think might work today may not work tomorrow, or even at all. To get a high-level view of what’s happening in the industry right now, GetApp surveyed 200 consumers and 250 sales professionals for their 2016 Sales Trends Report. The research delves into...Read More
When we promote top-performing sales reps to the manager level, we expect them to excel at sales coaching. That’s why we gave them the job, right? But that’s not always the case. Research shows sales managers only spend about 30 percent of their time on managing people. Even modern, data-driven organizations aren’t sure how to...Read More
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