From precision performance to detailed reporting, baseball and sales have a few things in common. And with the rise of “Moneyball”-style management, baseball has become more metrics-driven than ever. Today is Opening Day for the Tigers here in our hometown of Detroit. To celebrate, we’re looking at professional baseball for insights on modern sales...Read More
On average, 84 percent of sales training content is lost after 90 days. Seems crazy, right? The thousands of dollars we invest in developing the skills of our sales team essentially go to waste. Unless, that is, the training gets reinforced on a regular basis with formal sales coaching. I’m not talking about chatting with...Read More
Sales management is a hard job. Anyone who has been a sales manager can attest to this. The average tenure is less than two years, and no other member of the leadership team fails as often as the sales manager. What’s more: Sales managers typically receive little training. Research from Vantage Point Performance and The...Read More
Coaching must occur at all organizational levels, including sales management. As the head of sales, one of your primary jobs is to remove obstacles and alleviate pain points for the frontline sales managers on your team. Empowering them creates buy-in and lets them know that you care about their success. Communicate to your managers that...Read More
Most hiring best practice guides focus entirely on locating, interviewing and onboarding sales reps. Very few focus on onboarding an even more important role: sales management. Sales leaders have a notoriously high turnover rate, and employee turnover is very expensive. That’s why creating a comprehensive onboarding process for sales managers is critical. Of course, your...Read More
Sales management involves a lot of coaching. A whole lot. But sales coaching has tendency to focus on pure selling skills or pipeline review. While those are topics that coaching should absolutely cover, they can’t be the only ones. One area in particular that tends to get passed over is soft skills like communication, teamwork,...Read More
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