Research from Harvard University found that students who set specific goals increased their academic achievement by 30 percent. But can goal setting will have the same effect on the individuals in your sales team? Absolutely. As a successful sales manager, the key to achieving sales goals is to commit regular segments of time to set...Read More
According to SiriusDecisions, 74 percent of companies are spending more on sales enablement efforts than they did last year. But sales enablement teams are struggling to quantify the value of onboarding and training efforts, as well as identify what activities have the highest impact on rep productivity. Because the average annual turnover rate at 30...Read More
On average, 84 percent of sales training content is lost after 90 days. Seems crazy, right? The thousands of dollars we invest in developing the skills of our sales team essentially go to waste. Unless, that is, the training gets reinforced on a regular basis with formal sales coaching. I’m not talking about chatting with...Read More
Hundreds of leaders in sales and sales management are headed to the 9th annual AA-ISP Leadership Summit in downtown Chicago this month. As usual, the AA-ISP has put together an impressive lineup of educational events, including 65 sales and leadership sessions, 48 tactical workshops and 4 pre-event certification workshops. There’s plenty to choose from, so...Read More
For a sales manager transitioning from a non-leadership role, it’s easy to fall back on the sales activities you are used to. More than likely, you were hired or promoted because of your excellent sales performance. But that can be a problem. According to research from Vantage Point Performance, average sales leaders perform at 99...Read More
For sales management, the 2017 CSO Insights Sales Manager Enablement Report contains an alarming statistic: “Quota attainment has decreased from 63 percent in 2012 to 55.8 percent in 2016.” Yikes. This is just one of many statistics that led the study’s researchers to a provocative conclusion: “Sales enablement is a growing trend, but sales performance...Read More
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