Does your sales training budget ignore frontline sales managers? Today’s sales market is more competitive than ever before. With product and competitor information available at their fingertips, prospective customers no longer base their purchasing decisions solely on information provided by sales representatives. The most successful sales teams are skilled at interpreting client needs, provide detailed…
Improve your sales manager coaching skills in six actionable steps As a sales manager, you aren’t just responsible for direct interactions with customers. Studies have shown that your coaching skills have a direct impact on the overall performance of your team, transforming their sales successes. Becoming an effective sales coach can help your entire team…
“There are two reasons you can fire a CEO. Firstly, you can fire a CEO because they’ve done something really naughty and they’ve been caught. The only other reason you fire a CEO is they didn’t meet the forecast.” – Neil Rackham, SPIN Selling And so CRM software was born in the early 90s—the first…
Being a frontline sales manager is tough. Like any sales job, it comes down to the numbers you can produce. But the production is mostly out of your hands, you’re reliant on your sales team to get the job done. You can only control so much of what happens. If your reps are underperforming—or even…
Improve the results of your sales readiness initiative with these critical reinforcement elements Let’s begin with a quick talk about what sales readiness means. Sales readiness requires more than just training. It means that you have assessed and certified that your sales team has developed mastery of the new messaging, product or solution, geography, or…
The manager to seller 1:1 is a critical interaction that takes place in every sales organization, and yet it is a black hole for sales leaders “90 minutes of your time can enhance the quality of your subordinates work for 2 weeks or for some 80+ hours.” – Andy Grove, CEO & Co-founder at Intel…
Benchmark data spotlights four fundamentals to improve sales team performance There are some basics to every sales call that most sales teams tend to take for granted. Sales and enablement leaders assume that their teams are highly capable of executing the fundamentals of a sales conversation. They lack the visibility into daily sales interactions to…
New benchmark research highlights 5 sales performance fails that contribute to sales teams missing quota We are all well aware of the statistic that 53% of salespeople fail to hit their quota—and many claim that number will only continue to climb. I don’t think many sales leaders need to be told that, though. You’re living that…
A holistic approach to optimizing your sales team with data-driven sales management “We are what we repeatedly do. Excellence, then, is not an act, but a habit.” ~ Will Durant, The Story of Philosophy: The Lives and Opinions of the World’s Greatest Philosophers In sales, it’s the close that gets all the glory. When that…
Great sales leaders have a sales management cadence that sets the rhythm of their team. The idea of a sales cadence is not new. Sales organizations have been using the concept for years to structure how and when sellers deploy touchpoints with prospects and clients throughout the buyer’s journey. Rarely, though, is a sales management…