Sales Force Management

How to create a sales playbook

How To Create An Effective Sales Playbook For Your Sales Team

While a person’s inherent creativity, charisma, and personality can be all it takes to close a sale on occasion. Possessing solid sales fundamentals is what enables someone to perform well. Besides having the right personality, effective selling requires the ability to follow a process. So, whether you’re busy onboarding new hires or want to provide …

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8-Popular-Types-Of-Leadership-Styles

8 Popular Types Of Leadership Styles: What’s Yours?

While it’s true most effective sales leaders were once great salespeople. The type of sales manager you are requires more than the ability to sell. So if you’re eager for your team to want to reach their full potential, you’ll need to become a Cheerleader, Disciplinarian, Psychologist, and Administrator. Sure, it can be daunting, but …

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5 Sales Interview Questions to Gauge Sales Competency

When hiring a top-performing salesperson, you want to find someone self-motivated who handles rejection with ease 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.  Also read:  How To Hire Sales Professionals 3 …

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Assessing productivity and profitability

Assessing productivity and profitability of each sales team member. The purpose of measuring performance is to have clarity on 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 …

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Weekly Sales Performance Improvement Plan Template For Reps

Chances are you’re here because you’re worried about your (team’s) sales performance. If you’re the former, you’ve probably heard of the dreaded sales performance improvement plan as a bad omen. Yet, it doesn’t deserve this reputation. While it’s true that some sales PIPs often prelude termination in extreme cases, it’s not the purpose. Rather a …

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