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
In a survey we recently conducted with the Sales Management Association, we asked organizations to select their top priority for sales manager activity from a list of 17 categories. The answer? Sales Coaching. These results weren’t surprising considering the significant impact sales coaching has on performance. We found there is a 39% revenue difference between...Read More
We recently had the pleasure of sitting down with Mike Sadler, VP of Corporate Sales, at Everbridge. We discussed a variety of topics from general sales management to sales coaching, but we found his comments on coaching to be particularly relevant given that sales leaders often struggle to maintain a consistent 1-on-1 coaching cadence that...Read More
We know that effective sales coaching increases rep performance. But sales coaching can only have that impact if it’s accompanied by three things: a manager who prioritizes sales coaching; a formal sales coaching process; and a team of coachable reps. As Harvard senior lecturer Mark Roberge told an audience during last year’s Sales Acceleration Summit,...Read More
Poor sales management can cost your company millions. That’s why it’s imperative to identify bad sales managers and course-correct their behavior. But what exactly makes a “bad” sales manager? The obvious answer is to look at quota achievement. However, research shows the average sales manager’s team hits 99 percent of their target, but only has...Read More
Sales forecasts are important. There’s no question about that. A forecast not only helps set expectations for your finance team and overall company, but for some of you, those numbers also go to a board of directors, or even Wall Street. Research from Vantage Point Performance found that on average, managers spend 10-15 hours a...Read More
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