Sales Force Management

How To Run A Great Sales Meeting

 Regardless of the reason for an internal sales meeting, the complaints are always the same; they’re boring, lack direction and don’t really motivate or resonate with sales teams. Understandably, this is highly frustrating when you’ve spent so much time trying to prepare a motivational sales meeting. Furthermore, a great sales meeting is critical because …

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How To Choose The Best Sales Training Company For Your Business

For once, you’re the customer, and you’re investing in your sales team by choosing the best sales training company you can find. While you’ve made the wisest choices you could make as a sales manager, we know you’re still left wondering how to choose the best training company for your business. For this reason, we’ve …

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8 Major Warning Signs Your Sales Team Needs Training & How To FIX Them!

Presumably, you’re here because you have a nagging suspicion that your sales team isn’t quite fulfilling your expectations, leaving you to conclude that, ultimately, your sales team needs training. However, it may not be entirely apparent why. For this reason, this article explores eight major warning signs that your sales team needs training and how you …

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Improving Sales Compensation Plans

Improving compensation plans can help inspire your sales team. As a great sales leader, your key performance indicators include sales volume, sales revenue, profitability, return-on-investment, market penetration and market share. You must therefore provide your sales team with the resources necessary to achieve these objectives. This includes financial resources. Is it possible your sales compensation …

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Solution Focused Sales Coaching Techniques

When you incorporate solution focused coaching techniques into your management style, you’ll be surprised by how much more autonomous your sales team will become. In this video I share some powerful questions you could ask that will help your sales team overcome day-to-day challenges and find their own solutions. Read Our Guide To Sales Enablement Strategies …

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Sales KPIs – What Every Sales Leader Needs To Track

Sales KPIs from Tom Abbott, CSP When it comes to tracking the effectiveness of your sales team, and the sales related processes you have in place, it’s important to keep track of and analyze key Sales Key Performance Indicators (Sales KPIs). Whether you’re a sales manager trying to maximise the results of your team or …

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hunter vs farmer sales reps

Critical Distinctions Within The Hunters and Farmers Model

The Hunters and Farmers Model helps guide sales leaders in developing each representative’s inherent strengths to gain the team’s shared ideal outcome. For instance, most organization’s structure requires a group of Hunters. The Hunters’ responsibility is to find leads. Conversely, a team of Farmer’s responsibility is to nurture existing clients, compel prospects, and inspire long-term …

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