Sales management plays a critical role in every organization. Your sales leaders drive your revenue process by creating a sales strategy and empowering reps to execute it (through both training and technology). But a study of 515 sales managers found that average sales management results in less than 50 percent of reps achieving quota. So...Read More
Congratulations, sales management! You made it through 2016. Hopefully you got some much-needed and well-deserved rest during the holidays. But now is the time to take advantage of your refreshed state. Here are nine useful guides for sales management to read before next year. 9 sales management reads 1. Set your sales metric goals for next year...Read More
306 sales management metrics. That’s the number of data points “Cracking the Sales Management Code” authors Jason Jordan and Michelle Vazzana studied when they partnered with the Sales Education Foundation to survey its corporate constituents. The researchers asked sales leaders to provide the most important key performance indicators they used to drive performance in their...Read More
Your top performers aren’t successful because they have a magic closing technique or some special relationships. They aren’t privy to a secret sales strategy that eludes the rest of your team. And they may not even work that many more hours than their peers. What your top reps do is perform the right selling activities...Read More
Modern sales leaders, we know you have a tough job. Can you think of any other profession with an average tenure of less than two years? This is especially true at the end of the year, when so much is on the line. Your CEO wants good revenue numbers. Your reps want time off with...Read More
Every new sales leader understands this feeling: “When taking great leaps forward, life often turns to shit before it turns to Shinola.” That’s from Jen Sincero’s New York Times bestseller, “You are a Badass,” and it does a pretty good job of summarizing the chaos that follows big life changes. You got the job, but...Read More
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