Just weeks before the second annual Sales KPI report was published, CSO Insights released its first-ever sales management study. The main takeaway? Quota attainment has decreased since 2012, and the missing ingredient is the sales manager’s ability to manage the right activities and coach the related behaviors (leading indicators) that lead to the desired results...Read More
No one is born knowing the secrets of sales management. If you’re a rep who’s been promoted to a leadership position, a software directory can help you find the tools that your team needs. But leadership and communication are harder. In this article, we’ll offer you some effective strategies that you can use to start...Read More
In less than a month, almost 1,000 sales leaders will head to downtown Chicago for an exciting event: the 9th Annual AA-ISP Leadership Summit. Starting on April 18, this three-day event is sure to be action-packed. Not only does it feature over 65 sales and leadership sessions, but there are almost 50 tactical breakouts, four...Read More
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
A sales activity tracking spreadsheet is no ordinary template. Sometimes referred to as a sales scorecard, this tool allows sales leaders to better manage the cascading chain of controllable activities that lead to sales. As “Cracking the Sales Management Code” authors Jason Jordan and Michelle Vazzana explain, these metrics quantify and track the day-to-day “doings”...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
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