Frontline managers are the single most important member of any sales organization. At least according to the 2017 Sales Management Research Report published by the Sales Readiness Group and SellingPower. This report identifies “5 Hallmarks of High-Impact Sales Organizations” by comparing high-impact organizations against average-to-low performing organizations. 1. Spend more time on sales coaching Sales...Read More
Expectations for new sales hires are extremely high, especially in the SaaS industry. Most companies have a pre-screening and interview process that is so demanding and thorough, hiring managers hesitate to pinpoint red flags in their candidates – an error which can lead to bad hires. What’s really scary is that the average cost of...Read More
Sales Management Productivity Statistics Sales managers aren’t spending much time managing their reps, and most of those reps aren’t hitting quota. This begs the question: Is sales management really effective? Do we even need sales managers anymore? When addressing the state of sales productivity, it’s important to note that the typical sales manager only spends...Read More
The importance of effective sales management in modern organizations cannot be understated. No one sums it up quite as well as Vantage Point Performance managing partner Jason Jordan in Cracking The Sales Management Code: Salespeople may be the foot soldiers out in the field, but sales management provides them with marching orders and equips them...Read More
Rolling out Salesforce is exciting: You’re entering an ecosystem with thousands of applications that can improve sales team performance. But Salesforce implementation alone is a big project. Just the thought of any more new technology is overwhelming. It begs the question: When is the right time to bring in Salesforce apps? To find an answer,...Read More
Research tells us that diversity in sales organizations is positively correlated with revenue. But the number of women in sales is still dramatically lower than men. According to CEB, women represent: 4 out of every 10 entry-level sales employees 3 in 10 first- and mid-level management roles 2 in 10 department head or general manager...Read More
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