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Modern Sales Leaders
KPIs make better managers,
•November 19, 2015

3 Ways Sales KPIs Make Better Sales Managers

A a front-line sales manager, you have a critical role. A group of great salespeople will underperform if you aren’t a strong manager. That being said, when you become a sales leader, one of the most important things you need to understand is how to effectively manage your team. Many sales leaders embrace key performance...
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New Business Leader,
•November 13, 2015

4 Best Practices For New Sales Managers

You’ve made it into the ranks of sales manager. Congrats! Now for the fun part. Whether you’re transitioning from a different company or different role, it’s crucial that you adopt your new position with care. Sounds obvious, right? Still worth saying. After all, a staggering 82 percent of sales managers are ineffective at their roles....
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Sales Managers,
•November 9, 2015

Sales Managers Should Be Like Physical Trainers

I often ponder how being in sales is much like your own physical fitness. To be in good physical shape you need goals, you need discipline, and you need to make the right choices throughout the day – all of which lead a healthy lifestyle. This feels very similar to being in sales. That you...
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, , ,
•November 7, 2015

Sales KPIs Create Real-Time Management

It used to be that the only metric salespeople were managed around was how much business was closed, and the data was pulled at the end of the month to know how a salesperson was performing. And while closed business will remain the most important end result for all salespeople, more and more companies are...
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Modern Sales Leader,
•October 30, 2015

How Not to Be a Modern Sales Leader (Courtesy of Alec Baldwin)

You’ve seen it. Or at least you’ve heard about it: Alec Baldwin’s epic 7-minute speech in the movie “Glengarry Glen Ross.” Let’s set the scene: Barely 10 minutes into the film, a cosmopolitan office full of real estate salesmen gets a rude awakening when big-shot salesman Alec Baldwin waltzes in (per the request of the...
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metrics driven coaching,
•October 23, 2015

How to Conquer Metrics-Driven Sales Coaching Like Hubspot

Today we face incomprehensible amounts of sales data and just as many methods for managing around it. This makes metrics-driven sales coaching an especially fun feat. (Well, depending on who you ask.) The good news? By now, some serious success stories exist to learn from – like HubSpot‘s. The software company launched as a grad school project in 2006 and...
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