Hooray! You’ve hired a sales rep. The next step is vital to ensuring future success for your new team member: effective onboarding. According to The Bridge Group, more than 1 out of every 10 sales organizations has a turnover rate of 55% each year. Onboarding can be a major determinant of future achievement for sales...Read More
It used to be that the only metric salespeople were managed around was how much business was closed, and the data was pulled at the end of the month to know how a salesperson was performing. And while closed business will remain the most important end result for all salespeople, more and more companies are...Read More
Today we face incomprehensible amounts of sales data and just as many methods for managing around it. This makes metrics-driven sales coaching an especially fun feat. (Well, depending on who you ask.) The good news? By now, some serious success stories exist to learn from – like HubSpot‘s. The software company launched as a grad school project in 2006 and...Read More
When companies start to focus on the right sales KPIs, they see a huge uptick in pipeline creation and sales productivity. How do I know? Because metrics-driven sales organizations know where they are going and what to look at to make sure they effectively reach their goals. They hone in on 3-7 mission-critical gauges and intently focus...Read More
As a sales newbie, I understand that the struggle is real when it comes to figuring out where to spend energy throughout the day. When it comes down to it, salespeople are just juggling so much. As I got acclimated in my sales development role at LevelEleven, I wondered which sales activities — out of...Read More
What separates the modern sales leader from others? Well, for one there’s a data mindset. In my last blog post, I stressed the importance of this. Great sales organizations treat sales as a science and do everything possible to eliminate guesswork. Part of that, of course, includes defining your sales team’s key performance indicators (KPIs)....Read More
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