We all want to increase sales performance. And 16 experts have identified one of the keys for getting there: sales coaching. But what does effective sales coaching really entail? We know that sales leaders need to have regular one-on-one sessions with their reps and that coaching should be metrics-driven. To take it a step further,...Read More
It’s the 10th birthday of the Salesforce AppExchange, so I wanted to share our story of how the AppExchange has helped LevelEleven turn a basic idea from a new Salesforce customer into the creation of the revenue behavior management industry and the sales performance platform. Five years ago, I was the SVP of Sales Strategy...Read More
Customers are like compounding interest: The more you have, the more referrals you get, the more renewals you get and so on. In essence, customers are your biggest source of recurring revenue. Gartner Group tells us that 80% of your company’s future revenue will come from 20% of your existing customers. You’ve probably heard that...Read More
The world of sales has changed. In fact, it’s still changing. The classic model of sales managers harping on sales reps to always be closing is seriously out-of-date, and the olden days of salespeople always saying they’re busy but not getting much done should be a thing of the past. The modern sales manager is...Read More
Definitions for sales performance management run the gamut. So we asked Steve Richard, CRO at ExecVision and the founder of Vorsight. He explained that the effective model of management for sales leaders is training, coaching, inspection and celebration. Here’s a breakdown: Training: Teaching someone skills Sales Coaching: Helping them achieve mastery in that skill they’ve...Read More
Sales performance management is not just managing quota. Just ask Amy Appleyard. She’s the Vice President of Mid-market Sales for Staples Business Advantage, and she recently talked to us about how the company has been going through an immense reinvention over the last 3-5 years as the nature of office products and needs in an...Read More
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