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
For sales management, the 2017 CSO Insights Sales Manager Enablement Report contains an alarming statistic: “Quota attainment has decreased from 63 percent in 2012 to 55.8 percent in 2016.” Yikes. This is just one of many statistics that led the study’s researchers to a provocative conclusion: “Sales enablement is a growing trend, but sales performance...Read More
Sales team management is difficult. So much so that the average tenure of a sales leader is less than two years. A big reason that so many sales leaders struggle is that their organizations promote them from the role of an individual contributor, but then provide no management training. Sales management requires a very different...Read More
Too much data can turn sales management into micromanagement. It’s a slippery slope. Ubiquitous sales technology allows sales leaders to track practically every part of their sales organization, so they try to. You probably know people who do this. You might be one of them. But micromanagement can have dangerous effects on your company: employee...Read More
How many salespeople do you actually need? Leaders in sales management grapple with this question often. Salespeople can be expensive, and the number you really need depends entirely on your company sales targets, style of sales team and individual quotas. The short answer is that each individual salesperson’s quota should add up to more than...Read More
Modern sales leaders must engage in sales coaching on a daily basis. This doesn’t mean spending onerous amounts of hours reviewing every detail of each rep’s pipeline. It means seizing every sales coaching opportunity as it comes about. You see, sales coaching comes in all shapes and sizes. Coaching reps around key deals is important,...Read More
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