Frontline managers are the single most important member of any sales organization. At least according to the 2017 Sales Management Research Report published by the Sales Readiness Group and SellingPower. This report identifies “5 Hallmarks of High-Impact Sales Organizations” by comparing high-impact organizations against average-to-low performing organizations. 1. Spend more time on sales coaching Sales...Read More
Determining your key performance indicators (KPIs) can be one of the most important things you do as a sales leader. These are the operating metrics to run your sales organization. But before we jump into defining your sales KPIs, we have to make an important distinction between leading and lagging KPIs. Leading vs. Lagging KPIs...Read More
Sales managers don’t actually manage “sales.” They manage a team of people who perform day-to-day activities that lead to sales. And research has found that the only way for a sales leader to affect sales performance is to coach and motivate those behaviors within their team members. But you can’t manage what you don’t measure,...Read More
A sales activity tracking spreadsheet is no ordinary template. Sometimes referred to as a sales scorecard, this tool allows sales leaders to better manage the cascading chain of controllable activities that lead to sales. As “Cracking the Sales Management Code” authors Jason Jordan and Michelle Vazzana explain, these metrics quantify and track the day-to-day “doings”...Read More
Hundreds of sales organizations are driving revenue with a growing category of software: sales activity management. With a sales activity management system, managers can spot the key activities needed to close business and set daily, weekly and monthly goals around them. They can then monitor and course-correct performance with real-time data, as well as keep...Read More
High-performing sales teams use nearly three times more sales software than underperforming teams. But that doesn’t mean purchasing sales tools, alone, will increase performance. In fact, a common error of sales management is botching the implementation and rollout of the sales software they purchase. Not only does this increase the amount of time it takes...Read More
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