Recognition is a powerful tool for motivating sales performance. You know this. But rewarding your top performers and hardest workers does not have to mean breaking the bank. Yes, it’s the start of a new year, which means you’ll be giving out the big kahuna of sales incentives to those reps who made it to...Read More
The concept of being a metrics-driven sales organization sounds like a great idea because every executive wants to see more predictability in their sales process and know when and how they can scale their company. The board and investors don’t want subjective explanations about what’s happening in sales – they want data. According to new...Read More
For modern sales leaders, getting their sales teams to focus their time on what’s most important for the business is paramount. Salespeople are making choices all day long on how to spend their time, and helping them make the right choices can add up fast which means more sales and higher velocity. These modern day...Read More
The independent salesperson is no longer the most powerful part of a sales organization. According to research from CEB, an individual employee’s impact on company-wide performance decreased from 78% to 51% from 2002 to 2012. On the other hand, network performance (how much people give to and take from their coworkers) increased from 22% to...Read More
We all know how powerful metrics are within a sales organization for awareness, collaboration and performance. And the sales industry is full of a dizzying amount of studies and statistics on what works and what doesn’t. Today, we just want to keep it simple. Here are three fast stats that will help you motivate your...Read More
While I don’t have a full head of gray hairs, I do have a handful in the temple region. I’ve spent 20-years in sales and sales management, so have some personal experience with the before and after of the massive transformation that is happening in sales. There are three main components to this transformation –...Read More
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