This is part 2 in the “Skill vs. Will Sales Coaching Series.” Read part 1 here. Before you can pull the right strings to coach up your team, you need to recognize your players. Looking at their skill vs. will makeup can help in determining what approaches to take with sales coaching and how you want to...Read More
When you’re counting on making big gains at your annual conference, the first thing you have to do is bring the crowd. For call center and software solutions provider Interactive Intelligence, their annual conference is where customers, partners, resellers and consultants all come together to strengthen relationships and learn what’s new with the business. But after realizing they were falling...Read More
Ask a salesperson what their goals are and you’ll likely hear about their quarterly or yearly quota. Ask a top salesperson? They might mention their quota, but that’s just where it begins. In the popular sales book, The Psychology of Selling, author Brian Tracy describes top salespeople as “intensively goal oriented,” and that they “know...Read More
Sales contests have been run since the beginning of time (…or sales organizations) for one reason: to drive better sales performance. Simply put, oftentimes your reps will do more with sales contests than without — as long as you know how to keep your strategy fresh, that is. Imagine for a second that you’re running the same contest month...Read More
Appreciation is an essential human need. People want to be acknowledged for the work that they do, as it instills a sense of value and security. These feelings will motivate your sales team to continuously put their best foot forward and work harder. In other words, appreciation expressed through sales recognition can be your most powerful...Read More
As a customer success manager at LevelEleven, my job revolves around helping VP’s of Sales and Marketing successfully improve their teams’ performance. Part of that, comes from helping them with the strategy needed to run powerful, automated sales contests. And in doing that, there are four mistakes I constantly see. Are you making any of these sales contest...Read More
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