We love talking about sales performance. So when we received an interesting question during a recent webinar about building a high- performance sales team, we couldn’t resist bringing it up in conversations that followed. Here’s the question: “When you are an inbound service center and then expected to sell solutions — what do you think...Read More
You’ve made it into the ranks of sales manager. Congrats! Now for the fun part. Whether you’re transitioning from a different company or different role, it’s crucial that you adopt your new position with care. Sounds obvious, right? Still worth saying. After all, a staggering 82 percent of sales managers are ineffective at their roles....Read More
The one-on-one between the sales manager and the salesperson seems to either be a sacred, hyper-helpful experience, or a total waste of time for both. I firmly believe this is a vital part of being a great sales manager, and to running the modern sales organization, but far too many people just don’t do it...Read More
Scaling your sales team comes with its own set of challenges. At today’s Sales Hacker 2015, four experts discussed overcoming them. We’ve got the highlights, in case you missed it. The Panelists: Shep Maher, Senior Vice President of Sales, Guidespark Emmanuelle Skala, Vice President of Sales at Influitive Mandy Cole, Vice President at Zenefits Saad Shazad,...Read More
Sales continues to shift. Quota will always matter greatly, but it steals less focus from modern sales leaders. Contemporary coaching replaces THE NUMBER, or revenue, with the numbers, or key performance indicators (KPIs) that measure the activities leading to revenue. In other words, instead of simply setting quotas and then coaching with questions around what...Read More
A sales person is social by nature. It’s their job to be good at developing relationships. But today being a social seller is more intricate than simply being able to hold good conversation. Social selling is about being connected. It’s about seeing things from both a seller’s and a buyer’s perspective. It’s about your ability...Read More
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