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Author Archives: Paul Ironside

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CommercialTribe Customer 2019 QBRs – Part 1

BlogBy Paul IronsideApril 29, 2019Leave a comment

Q2 is an important time to take stock on your plan for the year. With Q1 in the books, there’s a data set you can look at objectively to understand whether or not the adjustments you made going into the new year are working. If not, you need to pivot now, because tweaking in the…

sales-team-development-blog-header

The Revenue Impact of More “A” Sales Managers

BlogBy Paul IronsideMarch 26, 2019Leave a comment

This is the third article of a three-part series on sales manager productivity. Before reading on, catch up on Part 1 and Part 2: Part 1: Where and why most organizations don’t actually know who their B and C sales managers are, and the hidden cost they bring to organizational performance Part 2: How to…

sales and enablement alignment

How to Coach Your B and C Sales Managers (and De-Risk Your Revenue Plan)

BlogBy Paul IronsideMarch 14, 2019Leave a comment

This is the second article of a three-part series on sales manager productivity. In Part I, I shared where and why most organizations don’t actually know who their B and C sales managers are, and illuminated the hidden cost they bring to organizational performance.   Coaching Is Every Sales Manager’s Power Play Let’s define the…

sales manager effectiveness

The Hidden Cost of Your B and C Sales Managers

BlogBy Paul IronsideMarch 5, 2019Leave a comment

Google “sales rep productivity” and you’ll find no shortage of information. I’ll save you the effort: It’s all about the numbers: How many calls, how many opportunities created, how many deals won, average selling price, etc. But what about the sales manager? What do we do to make sure we’re enabling them to be productive…

Impact Sales Team Performance Blog Featured

The Behaviors and Practices of an Impactful Sales Team

Behaviors Drive Performance, BlogBy Paul IronsideOctober 25, 2018Leave a comment

 The success of your sales team is based on their ability to communicate effectively with prospective clients. Communication is vital for moving the deal through the sales funnel. To improve lackluster sales performance, to reduce the risk of missed opportunities, your sales force needs to be evaluated, coached and mentored in the best behaviors and…

Critical Sales Behaviors Blog Featured

Critical Sales Behaviors Needed At Each Stage to Improve Conversion

Behaviors Drive Performance, BlogBy Paul IronsideOctober 11, 2018Leave a comment

Sales organizations often choose to focus on the activities that their sales team members are completing (or failing to complete). In reality, however, sales team performance is driven by a seller’s ability to move deals down the sales funnel. While many of those progressions are task-based, your sales team members also need the key behaviors…

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6 Steps to Data-Driven Sales Team Performance

Behaviors Drive Performance, BlogBy Paul IronsideSeptember 27, 2018Leave a comment

How can you measure sales team success? Any manager knows that the process is much more nuanced than a simple focus on the dollar amount or customers brought in. A true data-driven sales management approach is much more complex. That complexity, of course, can seem complicated. You don’t want to overwhelm your sales agents in…

Discovery Call Blog Featured

Why the Discovery Call is So Important (and How to Improve It)

Behaviors Drive Performance, BlogBy Paul IronsideSeptember 13, 2018

The discovery call is perhaps the most important call of the sales process. It sets the tone for your business’s relationship with prospective clients.  It is through these calls that your sellers have the opportunity to make a lasting impression. Once discovery calls are made, there is little opportunity to make corrections. It is imperative…

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Activity Data is Not Enough: Sales Behaviors Drive Performance

Blog, Sales Manager EffectivenessBy Paul IronsideAugust 8, 2018

Evolve beyond activity management to improve the sales behaviors that drive performance In today’s technology-driven sales environment, sales leaders rely on data-driven indicators to monitor and track the success of their team and attempt to forecast the end-of-quarter outcome. Your sales managers likely have the ability to track key metrics and know at a glance…

how-to-improve-sales-team-performance-blog-header

8 Reasons You Need to Invest in Sales Manager Training

Blog, Sales Manager EffectivenessBy Paul IronsideJuly 30, 2018

Most businesses choose to invest a substantial amount in training their sales representatives. Where they miss the mark; however, is in sales manager training. Sales managers are among the most important members of your team. They have incredible influence over your sales representatives and the ability to control how things look on the sales floor.…

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