Today, we’re issuing a challenge to all modern sales leaders: Drive urgency around this month’s revenue goal – right now. Today. This very minute. I want you to stand up. Get out of your chair right now. Look around at your sales team and shout, “How far above quota can we get this month?!” You...Read More
Every St. Patrick’s Day, you probably see people eating lots of corned beef, drinking beer, wearing green and shouting “Erin Go Bragh!” That’s great and all, but as a sales leader, you’re probably wondering what in the world any of this could possibly have to do with sales performance. Let us explain. You see, there’s...Read More
This piece is part of our series on modern sales reps, by sales reps. A normal morning for any sales development rep: I’m excited. I’m ready to go. I have all my calls laid out in front of me for the next few hours. I think to myself, “This is going to be my morning....Read More
In sales, speed matters. Everyone wants to sell faster. The faster you sell, the more deals you can close. Pretty simple, right? Maybe not. The destination is clear. The trick is getting there. As a sales leader, this means you must coach your reps on how to sell with velocity. The importance of speed at...Read More
Many of you rely on sales contests. Healthy competition — along with the recognition and coaching that come with it — can definitely change behavior on its own. But adding a little extra incentive on top of sales contests (i.e., prizes) keeps things fresh and can even boost motivation. When it comes to choosing that...Read More
As a new sales leader, time is your enemy. There’s a lot of pressure to close more business as fast as possible, and you don’t have a lot of time to get the job done right. So it’s important to not waste your time on things that don’t matter. But you know all this. So...Read More
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