When building out a sales strategy, many companies make the mistake of separating their human and online selling processes. “Online selling is sometimes seen as a technical process that doesn’t require human intervention,” GetApp sales management researcher Karen McCandless told us. But that’s simply not the case. Sales organizations must better connect with customers via...Read More
The sales technology landscape has exploded with new vendors and solutions over the past two decades. And more emerge every day. As sales and marketing professionals, we’re inundated with product pitches and complicated frameworks on trends and tools. Before sales engagement Not too long ago, IT departments would provide sales reps with a standard set...Read More
How can sales management set effective quotas for the sales team? That question still stumps even the most modern sales leaders. Many end up reverting to one of the traditional baselines: Historical growth: Your company grew at 10 percent last year, so the company will probably grow the same amount, and you increase quotas by...Read More
Your salespeople seem talented, but aren’t able to deliver good results. Why? Old school sales managers would be quick to point the blame at the reps, themselves. But sales team performance is a reflection of sales management, as a sales leader’s job is to coach and guide reps around the fundamental activities that lead...Read More
Sales leaders are some of the grittiest people you’ll ever meet. Many – if not most – are former salespeople who performed well and received a promotion. They’re talented sellers. The typical pressures of a sales organization (frequent rejection and pressure to hit quota) are familiar to them. But sales leadership is a whole...Read More
Almost three-quarters of leading companies cite sales coaching as the most important role of frontline sales managers. However, less than 20 percent of the average sales leader’s time is spent on proactive coaching. Like selling, proactive coaching requires rigor and discipline to execute the day-to-day activities needed for success. Many don’t execute coaching sessions regularly...Read More
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