How can sales management set effective quotas for the sales team? That question still stumps even the most modern sales leaders. Many end up reverting to one of the traditional baselines: Historical growth: Your company grew at 10 percent last year, so the company will probably grow the same amount, and you increase quotas by...Read More
Your salespeople seem talented, but aren’t able to deliver good results. Why? Old school sales managers would be quick to point the blame at the reps, themselves. But sales team performance is a reflection of sales management, as a sales leader’s job is to coach and guide reps around the fundamental activities that lead...Read More
Sales leaders are some of the grittiest people you’ll ever meet. Many – if not most – are former salespeople who performed well and received a promotion. They’re talented sellers. The typical pressures of a sales organization (frequent rejection and pressure to hit quota) are familiar to them. But sales leadership is a whole...Read More
Sales coaching is an important job for a sales manager. Yet, research from CSO Insights and the AA-ISP shows that less than 20 percent of the average sales leader’s time is spent on proactive coaching. In fact, the majority of a sales leader’s time is spent on administrative tasks and attending internal meetings. They have...Read More
Sales management plays a critical role in every organization. Your sales leaders drive your revenue process by creating a sales strategy and empowering reps to execute it (through both training and technology). But a study of 515 sales managers found that average sales management results in less than 50 percent of reps achieving quota. So...Read More
Your first enterprise customer is a big deal. Not only will you learn about the complexity involved in selling to a large enterprise, but it could create momentum that puts your company on a new trajectory. That’s no reason to shy away from the task ahead. Everybody is trying to sell into the large sizzly...Read More
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