Learn sales force management best practices. Discover how to lead, motivate, and optimize your team for peak performance.
Regardless of whether you’re beginning the hiring process, are looking to be employed as a sales manager yourself – or just want to ensure you’re on the right track to becoming a great sales manager – you’re in the right place. References, a well-crafted curriculum vitae, and reputation can only take you so far when […]
11 Must-Have Qualities Of ALL Great Sales Managers Read More »
Assessing the productivity and profitability of each sales team member. The purpose of measuring performance is to clarify the profitability of the sales volume brought in by each sales team member. With that seemingly attainable outcome in mind, why do companies struggle with assessing sales force productivity? They sometimes find measuring sales performance challenging because
Assessing Productivity and Profitability Read More »
When hiring a top-performing salesperson, you want to find someone self-motivated who easily handles rejection and is persistent. Therefore, when evaluating how much sales training the potential new hire might need, I ask the following five sales interview questions to gauge sales competency – check them out below. 5 Sales Interview Questions to Gauge Sales Competency Here
5 Sales Interview Questions to Gauge Sales Competency Read More »
Onboarding sales reps efficiently is the key to shaping a promising new hire into a productive member of your sales team. Yet, some sales leaders fail to onboard new sales reps effectively, leaving it as a mere formality or even as an inconvenience to get through as soon as possible. On the other hand, some
6 Step Guide To Successfully Onboarding Sales Reps Read More »
While a person’s inherent creativity, charisma, and personality can be all it takes to close a sale occasionally, possessing solid sales fundamentals occasionally is what enables someone to perform well. Besides having the right personality, effective selling requires following a process. So, whether you’re busy onboarding new hires or want to provide more support to
How To Create An Effective Sales Playbook For Your Sales Team Read More »
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 maximize your team’s results or a company leader
Sales KPIs – What Every Sales Leader Needs To Track Read More »
In the highly competitive sales world, achieving consistent revenue growth is critical. But it’s also undoubtedly challenging. That’s why setting realistic sales quotas can be a powerful tool for charting the course for success by providing a clear target for sales teams. Yet, many leaders are still setting aggressive or unrealistic sales quotas, leading to
6 Realistic Sales Quotas That Help Sales Teams Win MORE Deals Read More »
Regardless of industry, the bottom line in today’s business landscape is that you need to be making intelligent decisions about everything that affects the bones of your business and potential year-over-year growth. But to do this, you need to accurately forecast your sales, as research proves that companies with accurate sales forecasts are over 7% more
Complete Guide to Sales Forecasting: Influences, Methods & Software Read More »
Top-performing sales reps are integral to business growth. They identify, assess, and pursue new leads, uncover opportunities, and provide outstanding customer service that creates long-term, loyal customers who like to refer your solution to other valuable businesses in the industry. Chances are you’re reading this because business is growing, or you at least have aspirations
Hiring Salespeople: How To Find, Hire & Retain Top Performing Reps Read More »
In today’s hyper-competitive market, sales operations are helping companies make as much money as possible and helping their sales teams perform better. As a result, some think that sales ops are a relatively new field, but the principles have been here since the beginning of sales. So if you want to capitalize on every resource
What Is Sales Operations? The Ultimate Guide To Sales Ops Read More »