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
There’s a lot of buzz about sales stacks. Sales leaders, publications and social media want to tell you about the new technologies you just have to have and how to get the most adoption from them. It’s hard to filter through the noise. We’ve already gone over the sales stack essentials, mistakes to avoid and...Read More
Sales organizations are more and more frequently putting an emphasis on sales metrics and looking at ways to use their CRM as the tool to implement them into their business. As sales leaders and executives, we need to choose wisely when determining our primary metrics. These metrics will drive a specific behavior, and we need...Read More
Whether or not you were ready for it, the modern buyer changed. And that means you have to change, too. That’s right. We’re looking at you, sales leader. Sales performance is no longer driven by leaders who motivate with fear, demand that their reps always be closing, or portray any other Alec Baldwin-esque behaviors. The...Read More
By now, you know what a sales stack is. You’ve heard about it in conversation, at a conference or in an article. Maybe all three. But have you actually taken the time to build up or evaluate the number of technologies that your sales organization uses to drive efficiency and productivity? If you’re not sold...Read More
If you’re a modern sales team, you’re diverse. We know. Your salespeople are diverse in age, sex and ethnicity. But did you know that your choice to be diverse may actually impact your bottom line? In fact, researchers and businesses have learned that diversity has a tangible business impact. Here’s how: How Diversity Affects Sales...Read More
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